In this episode of The Service MVP Podcast Rick Picard joins Uncle Joe to ask the question - "Should I Leave The Proposal Behind?"

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Podcast Episode Transcription:

Welcome to the service MVP podcast where you go to learn how to use your motive service to create higher value to grow your results grow your results and here is your host America's service sales coach Joe Crisara. This is Joe Crisara, America’s service sales coach this week's episode will be on should I leave the proposal behind or not please listen learn and enjoy this exciting subject my name is Joe and I am here to join you today and the subject of our meeting today is should I leave the proposal behind or should tonight this is a very important subject because it could be a critical point in HVAC sales as to the information being left behind or not being left behind and truly stuck right you from what I call a level 1 defcon one type of sales professional as opposed to being an also ran with just kind of always wishes that he had sales or wishes that customers that would come back this is the difference between a real pro and somebody who's sitting on the bench and like any kind of thing like in sports for instance if you're not NFL quarterback that could just be enough accomplishment for for you but if you want to be Tom Brady this is the next step higher and that's what we're talking about this one that habit of this one thing whether you've made the decision to go out there find issues in people's homes and then find out what what's going on they called you they invite you in their home and there's an issue and whether or not you leave this information behind if you don't get the job right now is the critical thing can you leave it behind or don't we that is the question that sounds like a Shakespearean quotation but this thing may be again the one of the most one of the most inspirational meetings we've had so far and I hope that you enjoy it and we're expecting our host of Rick Picard to join us very shortly he is on a sales call closing the deal from one of the tech generated leads and so I'm have to carry the show solo so hang in there with me and of course if you want to call in don't forget to call in on our phone line or open line is 419-400-0202 and the code to enter the conference when you go on the phone line is 522910 and that will get you on the phone line and when we open the lines we'll be able to go ahead and get any comments or questions from you so I will open the lines throughout the show and we'll get your comment of course I might do it sooner than later given the fact that Rick is running a little bit late let's little bit talk about the language of selling and I want to I want to begin by commenting on that and how important the language of selling is when anybody language is selling is that word proposal so should we leave our proposal behind is a good question why why do we why we call it a proposal is anybody's guess the word proposal the word bid and the word estimate I believe is a big mistake to even use that language puts the salesperson and disadvantage to start with it's like saying that we're bidding on something as if the customer has something that we want as opposed to the other way around which is really the truth the customer would not call you out there if you did not want a solution from you and so many times with the wrong language we already kind of start off on the wrong foot and yes it is as terrible as it sounds it's like you know buyers come out there making you bid the the lowest bidder gets the job but is that really the way it should work as a bid or an estimate really the way that people buy the finest products that they that they purchase for themselves I don