BUS 6 - Selling Home Performance

Thursday, May 19, 2005  ·  3:30 PM - 5:10 PM

Home Performance Business

BUS 6 RESNET

Selling Home Performance

What do consumers expect before you arrive? Are they defensive or wary of the “sales schmooz?” You can diagnose the place to pieces, but if no one wants you to fix anything, nothing gets fixed and you don’t make a dime.

How do you …

· Use interviewing techniques and diagnostic discovery to motivate the customer and develop their desire to have their home perform?

· Build a trusting relationship before the work begins?

· Maximize your ability to communicate the technical side of diagnostics to the customer without glazing them over or boring them?

· Communicate confidence in your conclusions and recommendations?

By attending this session, participants will

1. See how two successful home performance contractors persuade their customers to buy comprehensive packages of improvements

2. Understand the importance of building a trusting relationship with consumers and see how this can be accomplished

Discover the importance of listening and observing unspoken cues to address consumers’ real needs and desires
Type: 100 Minute Session
Track: Home Performance Business
CEU: Residential Energy Services Network (RESNET)  

Course Presenter(s):

• Joe Kuonen
• Darin Hughes
• Mike Rogers