Please note: Practice and Video are Used in this Workshop
Daily Agenda:
DAY 1
- Introduction
- Principles of in Home Retail Selling (Cookbook pricing systems)
- Getting ready for great sales process – forms, materials
- Pre-call letter gets sent to Homeowner – if time is permitting with information (Financing).
- Comfort Advisor receives dispatch, calls customer to confirm directions and time, and drives to appointment.
- Comfort Advisor Preparation & Accessories Demos
- Customer Greeting
- Developing rapport
- Comfort Advisor conducts customer assessment
- Using Home Survey Analysis questionnaire process
- Indoor Air Quality Survey and Assessment
- Comfort Advisor conducts technical assessment.
- Engineering Analysis w/electronic Tape Measure
DAY 2
- Collect information for load calculation & sketch home layout
- Document measurements at indoor unit and ductwork
- Complete Existing Equipment Profile
- Continue to interact with customer
- Perform load calculation (Manual or software)
- Prepare options and pricing (Credibility manual system)
- Complete Customer System Recommendations worksheet
- Sales presentation - Home Comfort System Credibility Booklet
- Comfort Advisor attempts to close.
- 1 call close trial.
- 2 call close
- Begin at Profile
- Address Brand
- Address Insurance and Licensing
- Address Design
- Address Warranties & Guarantees – (Customer Trust) – ALL WARRANTIES & GUARANTEE
- Close the sale
DAY 3
- Completion of customer paperwork
- Complete Investment Agreement & collect down payment (if not financed)
- On Financed jobs, complete credit application
- Scheduling - Comfort Advisor calls Production Coordinator to schedule installation date and confirm inventory status
- Comfort Advisor meets with Job Crew on-site performs Job Start Form (Job Start Form)
- omfort Advisor provides customer with Leave-Behind Package and concludes call
- Comfort Advisor completes other paperwork for sold job
- Complete Fee-for-Service Schedule.
- Complete Installation Task Sheet and Equipment/Material Requisition form
- Complete Service Agreement
- Customer Package, places in Ziplock bag and forwards to Production Coordinator
- Comfort Advisor calls Lead Coordinator to debrief
- Comfort Advisor mails out hand written Thank You card to customer
- Job Visit with Job Super if there is one - Final Quality Inspection
- Thank You Gift is Hand Delivered by Comfort Advisor
