Faster proposals, faster closing rates

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“Of course. While all of our solutions are custom, I just recently built a $2,500 plan for another company.

While it may not be exactly right for you, I wanted to show you it so you can get an idea of ​​what we’re going to do.”
Then you take out your $2,500 timesheet and customize it right in front of them. After reviewing it, you have them sign the document with the promise of providing a more formal version later.
Make proposal plans before leaving
Years later, I learned this lesson from my mentor, Dick Harlow, when I had the opportunity to consult with the sales department of a large HVAC company in Atlanta.
The company's sales technicians respond to leads generated online and over the phone.

Their process involves traveling to the prospect's home, inspecting the existing HVAC unit, asking the prospect a series of questions about their needs, and then building a custom solution.
Every technician has his or her own system for recording what happens between inspection and proposed solution. The most successful technicians ask if they can sit at the kitchen table and develop a plan based on their observations.
Use urgency to your advantage
They are rarely turned down because by the time a homeowner bolivia telegram data calls an HVAC company, the problem is already urgent. Homeowners want HVAC problems fixed quickly because it directly affects their comfort.


Asking for a seat in the kitchen not only allows the salesperson to complete the proposal while in the house, it also makes the salesperson a welcome guest in the prospect's home. Only welcome guests should be seated in the kitchen.
The least successful sales technicians tell prospects that they will come back to the office to work on a custom solution and email them a proposal within a few days.
Since almost all homeowners call two or three HVAC providers, this period of time allows competitors to present their plans first. Homeowners will often select an acceptable plan on the spot without necessarily waiting for all the bids to come in.