Chat with us, powered by LiveChat

Sales Acronyms That Boost Sales


What is a sales acronym? It’s a shortcut to remembering the key steps your Service Techs must follow to have a repeatable sales approach to running a service call.

Make no mistake. Great sales come from a great sales system. And the first thing about a great sales system is it must foster and promote an ethical sales culture at your shop.

Here’s a “30,000 ft. flyover” of the sales system I teach:

  1. Ask a few key questions like, “All things being equal, how long do you intend to live in your home?”
  2. Demonstrate you are listening to what the customer is saying by responding to them by either paraphrasing what they said when you repeat it back and/or writing down their replies so you can refer to it later in the process.
  3. Get permission to do a survey of the whole system so you can see the whole picture not just the current problem you are there to address.
  4. Present a menu of options starting with what must be addressed and what are smart things to consider to improve things like reliability, comfort and energy-savings (when applicable).
  5. Based on what the customer says yes to, write up a clear, legible agreement (ensure that it’s legal). Make sure you get the customer to sign it!

Note: If you’re already working digitally with laptops and tablets, it is still essential to capture the customer’s signature.

The goal is not to produce sales robots but rather a sales system that allows service techs to have a process that frees them up to interact with customers in a helpful way that benefits the customer, company and themselves.

Once you have a sales system and steps to follow, employees will need help memorizing each step.

That is exactly why I created the 5 key chapters to Sales Power system. The more my clients practice it every week in class, in role-plays in their training centers and during ride alongs the better the service techs get at mastering it.

But, it’s still a lot to remember and it’s easy for a service tech to get lost along the way as to where they are in the process. That’s when having a great sales acronym is so helpful.

Here are my basic steps for a repeatable customer-oriented experience:

  1. Opening the Call
  2. Permission to do Survey
  3. Pricing the Job
  4. Presenting the Menu
  5. Writing the Invoice that Gets Signed

Remember, it’s not a replacement for the full Sales Power process or the effort needed to coach your techs. It is a helpful quick start reminder and it can become indispensable.

Here’s the acronym that I’ve used for Appleseed Business Plumbing, Heating and Cooling:

A.P.P.L.E.

A – Appear at the door and open the call the right way
P – Permission to do the Survey
P – Price the job
L – Lead with a menu of solutions
E – Execute the proper sign off on the invoice

Regardless of your current sales system, a sales acronym will help your service techs always know where they are in the sales process and will be less likely to miss steps essential to providing the best customer-focused experience.

Al Levi teaches contractors how to run their businesses with less stress and more success through his book, seminars, webinars and his exclusive 1-to-1 consulting practice.

 Also check out Al’s latest business adventure as part of Zoom Franchise Company at www.zoomdrain.com/franchise-opportunity. It’s a living example of the power of manuals and more— in action.

More Ways to Become a 7-Power Contractor

The 7-Power Contractor book lays out 7 simple business powers to help you run your business with Less Stress and More Success. And now, it's available in paperback, ebook, and audiobook.

The Build Your Operating Manuals (BYOM) Program provides you with 90% done manual templates plus step-by-step instructions on how to edit them, roll them out, train with them.

Get Your Life Back: 7 Secrets of Super Effective Time Management will show you where you time is really going throughout the day so you can begin to get some of it back immediately.

Posted in

Enter Your Info Below

To Get The 7-Power Contractor Cheat Sheet

®

Enter Your Info Below

To Get The 7-Power Contractor Cheat Sheet

®

Enter Your Info Below

To Get The 7-Power Contractor Cheat Sheet

®

DO YOU WANT THE BUNDLE?

THE FULL BUNDLE INCLUDES

Free Chapter plus

The 7-power Cheat Sheet

10 Reasons to Choose Us 

10 Golden Rules for Family Businesses

Close

ENTER YOUR EMAIL TO GET YOUR RESOURCES

Before you leave, do you want the

FREE Book Bonus Materials

Great! We'll send you the bonuses!

What's your best email?

ENTER YOUR EMAIL TO GET

THE CHEAT SHEET

Close
This site uses cookies to improve your experience. By continuing to use this site, you consent to our cookie policy: privacy policy