On-Table Presentations
On-Table Presentations
On-Table Sales Presentation
Technique & Materials
Every step, every moment of the Sales Process is a chance to move the needle in a positive direction with the client. Eventually, we move that needle to a “Yes.” The On-Table Sales Presentation is there for the homeowner to get a feel for A Trades Company and the installations we offer through our home services. As the name suggests, we layout different sales materials for the homeowner to see, and it passively sells to that client while the sales consultant inspects the home.
Since the sales appointment in its entire process lasts around 60-90-minutes, and at parts of it, the sales consultant is not even with the client, the On-Table Sales Presentation material is there lying on the kitchen table promoting the company when the sales consultant is not there.
Sales Materials
Examples
On-Table Presentation Process
A Trades Company is transparent in pricing, that is why we literally lay it out on the table for all to see. A Trades Company’s pricing sheets show exactly how much each system costs with labor included, and this is done intentionally because the client is at ease when they have more information. We lay our multiple pricing sheets and even include low, mid to high-end models for them to pick from.
- During each sales appointment, the sales consultant takes out the materials and places them onto a common surface typically in the kitchen or dining area. Always ask for permission to leave these materials on this surface beforehand.
- Layout the following items in a tidy & logical order:
- A Trades Company Home Services Booklet
- Pricing sheets for the Frances & AC of all dealers
- Water Heater Pricing Sheet
- Financing & Payment Plan Sheet
- Explain to the client that these materials are for them to browse through at their leisure while the sales consultant does a full examination of their home. Once the home examination is complete A Trades Company will better understand what installation is best suited for their house.
- Point out that the A Trades Company Home Services Booklet is theirs to keep and that after the examination is done you will go through everything with them and answer any questions they may have from browsing.
- When the Sales Consultant returns from the home examination, ask if they have any questions and probe to discover what their pain points are in their home/rooms.
- After discovering their needs, discuss key pages from the Home Services Booklet leading them to what pages they believe they should see first. Do not discuss every page of the booklet. (We have a full write-up of the Home Services Sales Booklet located in the Consultative Sales Process Pillar.)
- Transition to suggesting what size piece of equipment they should use and pull out the option sheet from the Sales Kit. Start discussing pricing with them and what they are leaning toward and record their choices. Include any add-ons like air filters, AC, humidifiers, etc.
- If they mention financing before they agree to purchase, point them toward the sheet and walk them through a couple of examples but never tell them what they should do. Allow them to decide what is best for them. It is worth mentioning that these options impact the total cost directly.
Remember the above process is just an outline of the major points. Allow your Sale Consultants to develop their own flow and technique through the On-Table material presentation.
Downloadable Sales Material
Mark As Complete!
Once you’ve finished reading a topic, be sure to mark it as complete to track your progress. There will be a toggle switch at the bottom of each topic page. The Service Guild page will log your total progress and each pillar section will log its corresponding progress as you go!
Toggle here to mark this section as completed!