ABC- Always Be Closing. We have all heard this time and again, and although this does hold some truth, I would argue that you need to change your mindset around the “ABC’s of sales” if you are going to close more service and project sales through energy services. Sure, you should always be closing, but in today’s marketplace we need to update the ABC’s to something that fits the new reality of our marketplace.
ABC – Always Be Curious.
In my experience in working with hundreds of HVAC sales people, I have learned many things. One of the things that I have learned is the need for HVAC people to ask more questions of their prospects and clients – to be more curious. The one with the most knowledge wins when it comes to selling, and this is especially true in HVAC sales. Unless you strictly sell by offering the lowest price, you need to convince your prospect that you are the best value. Without asking good questions of your prospects, you will never learn about your prospects’ pain. With pain comes opportunity – opportunity to help your prospect see the value of your offering, or how you can help solve their pain.
Before every meeting, you should prepare by thinking about what you would like to learn about your prospect and their business. After each meeting you should ask yourself:
- What have I learned about my prospect?
- Have I found pain that I can solve?
- How will I connect my solution to their pain? (How will I solve their pain?)
Chances are if you cannot answer those three questions, you have a very slim chance of ever getting a sale, unless you are strictly selling on price. So remember: ABC- Always Be Curious.