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Tom,
This is the former golf pro. I was in your February seminar in
Richmond and I just wanted to let you know that I had a great
May. My average ticket was just over $10,000 and I closed at
50%. I have really been able to make the sales presentation my
own and have become extremely comfortable with it. My goal for
June is to get the average ticket to 12,000 and to stay close to
the 50% mark. The scary thing is I have 4 appointments tomorrow
so May is not finished yet.
I just wanted to update you and thank you again for your
invaluable teachings. I am very pleased with my performance.
Adam Cook
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Tom,
I had much better interaction with my customers. I was talking
way too much before, not asking nearly enough questions and not
truly listening (eye contact, writing things down). It made it
easier to adapt to different people, which before seemed a
challenge being a younger person. It's hard to relate to people
when you talk to much. Asking questions and listening allowed me
to really to interact with people on both ends of the spectrum.
My appointments felt comfortable and I think my customers felt
it as well.
Brent Sly
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Hi Tom,
I just sold an $11,000 job using the techniques that I learned
from you. Since attending your System Selling training session,
my closing rate has gone up, as well as my average ticket size.
First, I’ve been selling my company brand and getting them
comfortable with me and convincing them that we are their
company of choice. Second, I’ve been presenting three choices.
Lastly, spending more time on the entire in-home sales process…I
have added at least 30 minutes to an hour to my typical call.
Thanks again for opening a new door in the house of knowledge.
Regards,
Ed
G. Ed Hahn
President
Four Seasons Heating & A/C |
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Tom,
Just wanted to let you know everything is going great I have
increased my average sales price by 5,000.00 to my average sale
of 13,000.00. |
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Tom,
Sales have been good. We just had a record March and Jan/Feb
were near record months for us. I currently am at a 94% close
rate for the three months since System Selling. I have found it
much easier to sell the bigger jobs. My last two sales were
$24,000 and $22,000. I have grown the company to a point I
needed to hire a manager or a salesman. I choose to manage my
own money and go with a salesman. |
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Hey Tom,
Doing “GREAT”! Closing rate is up from 12% to 51% and I’m also
getting more for my jobs. Thank you, your class has brought out
the best in me. If you ever have another class which is more in
depth I would love to come. If you have any one who want to know
how well your training works please don’t hesitate have them
call me. |
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Thank you Tom
for all that you do and the excellence that motivates me and
others like me to serve our customers and companies better. |
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I owe much of
my success to the steps and process that you teach. |
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Tom's approach
is to train you in relationship selling; building a
relationship with the prospective client and building value in
what
you have to offer. It fits my company perfectly. |
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Closing 50% of all proposals. |
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Total
system sale is typically $5,500 - $8,000…way up
from before class. |
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Close rate since class is 82%!!!
(My worst week was 52%). |
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Now selling humidifiers, EACs and programmable thermostats. |
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Customers are more comfortable with my presentation style. |
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Now concentrating on more complete system
jobs with higher profit margins. |
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Average
job now $800.to $1,500 more and
usually near $1,500 more. |
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Closing more on first call now. |
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Price
up. quality up, accessory sales up! |
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People like my professional presentation style. |
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Sell a humidifier on every job. |
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Selling high-efficiency furnaces all the time now. |
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Average
sale is up — first job sold was over $8,000. |
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Now selling more high efficiency A/C and EACs.
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Customers are responding to my presentation style. |
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Now
rarely sell a standard furnace — nearly every job
is a high-efficiency
furnace and air conditioner. |
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“Selling
more humidifiers and other add-ons. |
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Definitely
feel I have improved people skills; biggest thing is more
comfortable
selling to women — best part of the class. |
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Now selling more extras and higher margin jobs. |
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Close rate has increased and have sold 90% of the jobs quoted!
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Selling
more high efficiency…now only 12 SEER
on air conditioners. |
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Average job now over $3,200 versus $2,700 in the past. |
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Customer is impressed with presentations. |
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Would strongly recommend this class. |
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Getting
the price he quotes now…$600 on average per job. |
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Really enjoyed the class; getting nothing but good results. |
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Now closing 60% versus 30% before the class. |
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Average selling price is 15% higher. |
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All jobs now are 94% furnaces and 13 SEER! |
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All jobs include humidifiers and some have EACs. |
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People appreciate my professional approach. |
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Sold a $9,700 job which I would have
previously priced at $4,000. |
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Class
gave me confidence to ignore competitive price — now
I look
for what satisfies the customers. |
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Don't
do this class for anyone else in my town! |
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I
exceeded $1,000,000 in replacement sales again this year
with a
6% increase over last year. |
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What's
especially great about this is that my close rate increased
from 38% to 56.5%! |
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There is no doubt that the skills I learned in
System Selling That Works! helped me make this improvement. |
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My
close rate is 20% higher and I'm selling more upgrades and
accessories. |
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Customers have called me after they get a competitive bid. |
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Now quoting complete Systems including 2-stage variable speed furnaces,
Puron, EACs, humidifiers, programmable thermostats and
finding people are taking the top-of-the-line. |
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My close rate is up a little even though it was already high and my
average selling price is up $500 - $1000. |
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Consensus around here is that System Selling is a big plus. |
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I've
sold 10 out of my last 20 jobs quoted which is up since before
the class. |
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My
close rate is the same about 50%, but my average
selling
price has doubled to $4,300 per job. |
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Used
to sell 80% furnaces and 10 SEER for about $4,000 and now
I'm selling
50% of my jobs with high-efficiency furnaces
and 75% of my jobs with 12 SEER. |
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My average sale is now $5,500 which is
up from around $3,000. |
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I'll
sell $1,000,000 to $1,200,000 this year — ahead
of my plan. |
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Now
I don't have any fear of selling top $$$ equipment. |
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