In Home Salesperson Checklist
In Home Salesperson Checklist
What to bring into every sales appointment
A List of Items
A part of the pre-sales process is preparing what you as a salesperson need to bring into a home on a sales appointment. Remember the three main things you are doing on the sales call are, surveying the client, measuring the home, and recommending new equipment. This means you will need to bring quite a few things with you, that is why we get our sales team to use a backpack or a large laptop bag so they can easily carry all the items.
The list is broken down into the different parts of the sales appointment.
For surveying:
- Clipboard
- Pen
- Company cellphone
- Day planner
- Portable Printer & paper
- Company Ipad
Documents:
- Grid Paper
- Ductwork measurement diagram
- Heat Loss/Gain Calculation
- Consumer Protection Form (Ontario)
- 10-Day Cooling Off Period Waiver
- Hot Water Removal Waiver
- Agency Agreement for Reliance
- Home Observation
- Options Quoting Sheet
Sales Material:
- Branded Company Folder
- Home Comfort Guide
- Business Card
- On-Table Equipment Pricing Sheets (Furnace, AC, Heat pump, water heaters, accessories)
- Current On-Table Promotion
- Financing Sheet
- Rebate Info. Sheet (if any are running)
For measuring:
- Tape measure
- Laser measure
- Air flow detector
- Ductculator
Skill Sets Needed Of A Comfort Advisor
- Ability to Ask Questions – The questioning skills a salesperson develops very often makes or breaks the ability to make people trust you and know you understand their needs.
- Ability to listen and keep your mouth shut and brain from over-working while listening! – Listening, and really hearing the genuine desires, wants, and needs of the customer is a skill that virtually all sales personnel can improve.
- Ability to relate to people and make people like you – connection – The skill of relating to and connecting with people is a must. People buy from people they like and trust, and the only way they are going to like you is if you have the skills to make yourself more like them.
- Ability to recognize situations and solve people-related problems – Solving problems is about making the correct assessment and making good decisions. Having the skill to determine the issues, needs, and recognizing the opportunity is how top-performing sales personnel sell products and services others never seem to be aware of.
- Ability to risk the fear of failure and ask for the business – and not be ashamed of asking for the order! – Asking for the order is a skill. There are many salespeople who are excellent presenters, have fantastic communication skills yet struggle to ask for the order. If you don’t ask, you won’t get it!
- Skill to adapt to your personality – Adapting your personality to mirror the customer is a skill that creates likeability.
- Ability to communicate – Written and oral communication skills allow people to get to know you, and they make assessments about you based on several factors, one of which is how well you can communicate your ideas.
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