Adam Holbein - Sell More by Selling Less: Building Trust, Increasing Ticket Size, and Removing Sales Pressure
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Adam Holbein is the highest-grossing salesman at Eco Plumbers, Electricians, and HVAC Technicians, Ohio’s leading home services company. He started as a plumbing installer in 2013, moved into plumbing sales, and became the top performer before transitioning to HVAC sales. With an average sale of $19,000 and a 60% conversion rate, he is one of the fastest-growing sales professionals in the industry.
In this episode, we talked about HVAC average ticket size, conversion rates, psychological sales tactics...
Show notes
Introducing Adam Holbein. [1:51]
Nate and Brian discuss the quote of the week. [2:38]
Highlighting the review of the week. [11:16]
Early introduction to the trades. [13:41]
Deflating the customer's "balloon" of concerns. [24:58]
Dealing with introverted customers. [30:01]
Mastering the power of silence. [33:08]
Building bridges instead of convincing. [39:22]
Planting seeds for upgrades and replacements. [45:03]
The key question: “Is there another option?”. [51:37]
HVAC sales process and conversion strategy. [1:04:26]
Balancing conversion rate and average ticket size. [1:06:50]
More insights on high-ticket plumbing sales strategy. [1:14:10]
How to use subtle sales hooks. [1:24:30]
Selling tankless water heaters the right way. [1:32:55]
How to get more information about Adam. [1:35:38]
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