 Until the cell is open the cell can't be closed. How do you prep somebody to get ready to spend more money? You ever do it standing? I do. It's first problem. Don't ever present numbers standing. Guys, please don't understand what I'm saying to you. Give me some of Jackson. What's up, Andy? How are we doing? What's up, baby? Talk to me. All right, man. So I've been in sales just over here. Fresh to it, reason why I'm here, trying to level up. One thing I run into is a young company, HVAC Sales. I get there, the pitch, they love everything, the price, work through it. However, the warranties that we offer are a decade's worth. 10, 10 and 10, right? 10 your parts, 10 your labor, 10 your unit replacement. You're getting all new stuff. You're a young company. You've been open for five years. How do I know that you're gonna make it to the point when I need you in that warranty? Okay, so number one, he's saying he's in a home. Okay. Does that make sense? He's in a seated position, right? Right. You ever do it standing? I do. It's first problem. In a seated position, everything is written and that's how we close. Don't ever present numbers standing. We close on our seat, we sell on our feet. Mr. and Mrs. Johnson, I noticed a couple things that are concerning to me. I told you if I found something concerning, I would let you know. Where can we sit? You're here. Is this where we're going to sit? And I'm going to sit here with you just like this. I'm going to set you here. And by the way, just so everybody's aware, if you're ever in a seated position, ever in any industry with somebody, you write it down. You get knee to knee with them. You close face to face. You never present standing up. Rule number one, no numbers ever get presented standing up. How much is it? Well, there's a couple different ways we can go to really explain it to you. Where's a place we can sit down real quick? Because I want to explain it in case you have any questions. I want you to be able to interrupt me. Is that okay? Where can we sit? See, move them, shift them. Where are we going? Living room? We're going to the showroom floor. We're going to the FNI office. We're going over here. Can we sit down over here? Does that make sense? You guys feel me? You guys please understand what I'm saying to you. And by the way, whoever trained you should have never say, say, rule number one, if there's ever any money involved, always sit down when you're presenting the money. So for sure, like you asked me, if I ever done a standing up, yes. Rule for the company is start at the table, end at the table. Always sit down and just... Okay, good. So, but you have to respect those rules because those rules matter, because that's how people operate. If somebody's going to say yes and spend money, you slow them down when they sit. I can say no very quickly to you and we're standing up. Like hitting me with something right now. I'm like, no, I'm good. It's like we're standing up. So my goal is, is that I want to find somewhere. And by the way, I always say this, hey, I want to go over this with you real quick and you're probably going to interrupt me and ask me some questions because we've got a couple of different ways to go. Where can we have a seat? So then I'm going to pivot and find that place. Now, once I sit down, don't sit across from them. Just to let you guys know, always get knee to knee. So it goes like this. There's a chair, table, chair. And I'll be like, hey, just so in case you have any questions, in case you want to interrupt me, can I slide around here? Is that okay? Can I come around here? Is that cool? Okay, great. And then I sit next to you. Now it's us here together. Now can I put my arm around you here? Okay, I can control you. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor and tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. Okay, so then we go to what the problem is. All right, sir. By the way, how do you present it? When you go and meet somebody in the beginning, people usually request information to get something fixed, but your goal is to replace a unit. Is that right? Correct. Okay, so everybody understands. You know what HVAC is? What is it? Tell them what it is. You need ventilation and air conditioning. Furnace and air conditioning. People like my shit don't work. And then they request for him to come out and he goes out with intentions to sell a system, right? He gets, he don't want to fix a couple of things. You want to sell them a new system. Am I right? Yeah, I'm right. You guys feel me? Yeah. Somebody's like, that's why we bought that system. I see. Okay, so now you guys are understanding sales. It's good for you and your life and to understand how to sell to others. So, when he goes in, what's the first thing you say when you walk in? Like, how do you get them, everybody, until the cell is opened, the cell can't be closed. How do you prep somebody to get ready to spend more money? How do you get them open to the idea to look at other things? When you go and you present the system to them, right? How do you set that up before you go and say, I'm going to get back with you and then how do you set that up? Starts with a phone call. No, no, I know that, but I'm in the house now. I walk in, hey, Betty, where's the furnace? Where's the, and then she says it's over there and you say what? Can we sit down and talk about a couple things? I want to cover with you what your intentions are today. Obviously, I'm here for a new system, but what are your concerns? I'm here today for a new system. You're going to pull the rabbit out of the hat before you even fucking did the magic trick. He's like, he's like, you showed me the rabbit when you got here. He's like, I'm just kidding. By the way, do you, okay, everybody remember this. Don't ever let anyone else know your business better than you. Am I an HVAC salesperson? No, but I fucking know the way this works. And by the way, listen to me. I know this sounds crazy, but I will hang on your words and hang you with them. You guys feel me? When I was 18 years old, I had what I thought was the greatest closer in the history of war. It kind of looked like him slipped back in here. They all got slipped here. Just like, they're all fucking slipped back here suit, shake your hand sideways. You know, it's like, how are you doing as one of these? Dude, this guy was good. I was like, dude, this guy is dangerous. And he told me he goes, he goes, Andy, you've got to remember to remember what you hear. Every little while they say, you need to figure out what to hang on to because later you're going to hang a clothes on something they said. You've got to listen. He goes, most salespeople are idiots. They don't listen. That's why I want to go, you know, so what I do is I send them down to sell a new system. I'm like, whoa, because I'm listening to what you're saying because everything you're saying will be used later on. You know what a lawyer is, right? Yeah, a great salesman is like a great lawyer. They will get you to say stuff that you don't want to say and they will use it back against you. And even if you minted or not, you said it in court and they fucking got you. They're like, so you didn't mean to say that, but you said it. And you're like, well, no, that's, they're like, I don't know if we can trust you now. And all of a sudden everybody's like, we can't trust them. And they're like, they're like, throw them in jail. And you're like, dude, that's not what I meant to say. Then mother, slow down when you speak. Okay, because you're saying the wrong shit, you might end up in jail. Okay, does that make sense? Some of you guys need to understand this. I've been in trouble before. You better slow down. But if you want to close anyone, you must be very good at listening. So I'll probe with questions. But when you come into the home, you're like, you're like, Hey, you know, Miss Johnson, today I'm here today because you reached out about us looking out of furnace. Is that correct? Correct. Okay, beautiful. Well, my name's Andy. Thank you so much for being with us. Our company is X, Y, and Z. So I just want to put a name with the face. My goal today is to make sure that we fix that. I want to ask you a question. If I see any other concerning problems, would it be okay if I made you aware of it today? Absolutely. That's the open. Does that's the open? Does that make sense? Now, now, it's like, it's like, who's in the automotive industry? If I'm a service guy, I'm going to be like, today we're going to go ahead and do your tire rotation and your oil change. By the way, what we're doing those two, if we see anything that's concerning, is it okay for us to have the technician let you know? Yeah, they're like, yeah, let me know if you see something concerning. I'm like, beautiful. That's the setup. Okay? So anyway, so now, now you go look at the furnace. By the way, we're not trying to charge. Look, if it's a screw, I'm not trying to charge in the system. But if I look at it, and I do this system, nine years old, right? Like, dude, I need a new system. Okay, cool. Let's price off some parts, but these people need a new system. So I need to go sell that. Okay, now let's get to that. Does that make sense? Okay. So now we're going there. You're in a seated position. You're going through the cell. And by the way, you've been doing this for a year. So I'm not like playing you. I'm like trying to tell you because I want when you go home to just think like, man, what did Andy say? Like, how are we going to get this done? So, so now where's the objection come in? You presented what the system cost, right? That's great. All right, let's go. Options, price, everything like that. Yep. They're ready to move forward. However, they've had company XYZ come out. They've been, you know, in business for, you know, 90 some years, you know, we're a company that's only five years old, and we're offering a decade's worth of warranties. Okay. Why do I want to go with you when I don't even know if you can make those next 10 years? Is that what they say to you? I've had a couple of customers here lately. If they say to you, they don't believe that in you, because if I'm sitting next to somebody, they're like, well, I don't know. We want to use this company that's been in business, you know, five times longer than you. How do we know you're going to be around? I'm like, who have you been talking to? That didn't even make sense. Would you want to do business with somebody that has a new age stuff that last longer, that's more efficient, that saves more money? Or would you want to use the older stuff with the older companies? Probably someone new, right? That's right. See, I didn't make him say yes by shaking my head. I can get him to move where I want him to move. Listen to me. If they say, well, you know, I'm just giving an example. If I've been in business for 100 years, I'm going to say, listen, ma'am, I've been in business for 100 years. Okay. What we've learned is that a lot of companies come by, they offer lesser quotes and they're fly by night companies. They promise you warranties. They tell you they're going to do it for this, but the problem is they're not going to be in business in two years. So whenever you go to call the number and you have a problem, it goes, and then there's no one there and then you're going to call me and then I'm going to have to do the work twice and how expensive is that going to be? So you don't want to do business with somebody that's only been in business for a few years. So that's an absolute no-no. So if money is your biggest concern, do it with us. We'll take care of you. You got this guaranteed warranty. We take care of our community. Thank you so much. That would be that. But if they've been in business for a long time and you haven't, you'll say, I'm sure that you've seen a lot of these companies have been in business for a long time and been in the community, but they use older outdated materials and resources. And what happens, those things are more expensive. So we use new up-to-date stuff, which I would have language for that. And I would tell you, our job is to come in here, replace that old unit. You have a utility bill, right? Put in new age stuff that actually lowers the utility bill. So it's really not going to cost you any money. So I'm going to ask you a question. What's the monthly payment on this new system going to cost? Get a new system for roughly around $110 a month. Okay, $110 a month you got a new system. How much is your energy bill right now? Your utility bill. Average what I've seen across is around $250 a month. $250. Can I ask you a question? If you literally could almost get close to saving $100 here, the system would basically be free. Am I right? That's right. Would it be worth you to get a brand new system in that actually saved you on energy that was better, that had a warranty like the one years doesn't have, that you know you'd be protected for the next 10, 20, 30 years? Yes or no? Yes. Cool. So you're already spending the money. Now you're saving the money. Let's get the new system put in. Do these new systems help lower efficiency and create lower utility bills? Yes or no? Yes. Motherfucker. That's how I would sell this. I mean, I might play, I might guys, you already spend the money anyways. So you can either keep spending the same money and we can spend more money and I'll keep coming out here to fix it every time and your utility bill is going to continue to rise or we can just go with something efficient, make sure it's got a good warranty. And by the way, all the future calls if something ever happens, which it won't, you call me and that's paid for. It's the same money. Everybody's like, well, it's the same money. I mean, why wouldn't we do it? And then the deal is, is that you wrap it up? Does that make sense? Is everybody feel me? Okay. Everybody write this down. And like you need to find out how to use this in your industry. Money justification. You need to justify where the money is at that they can't see or find. That's the goal. Hey guys, I just want to tell you, you're the true one percenters. You made it till the end of the video. Do me a favor, share it with the friend that wants to go to another level. Make sure you like the video, comment below so I know who you are. Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.