Andrew Dobbins - Unlocking High-Ticket Sales Without High-Pressure Tactics
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Andrew Dobbins is the founder and owner of Intelligent Design Air Conditioning, Plumbing, Solar, & Electric. He’s been in the trades since 2004, with experience in HVAC, roofing, and plumbing. Andrew’s company has grown to 80 team members across five divisions, earning over 22,000 five-star reviews while staying rooted in Tucson. Andrew’s core focus is sales - helping teams identify customer needs, communicate with care, and close with integrity.
In this episode, we talked about sales techniques, customer needs & pain points, gratitude, communication strategy, mindset...
Show notes
Nate and Brian discuss the quote of the week. [02:02]
Highlighting the review of the week. [18:53]
Introducing Andrew Dobbins. [21:46]
Andrew Dobbins shares a quick life update. [23:18]
Revisiting the concept of “Selling Out of Your Own Wallet.” [24:18]
Is listing every option on the buffet bar too much for clients? [28:12]
Client disinterest - bad presentation or just not interested? [31:05]
Andrew reflects on being detail-oriented. [34:06]
How to stop yourself from over-explaining to a customer. [36:38]
Using herd mentality in client conversations. [40:23]
Why people follow the herd - what's the psychology? [43:07]
How Andrew uses reviews and his name in sales. [45:00]
The phrase “If I could, would you” in tricky situations. [47:19]
Andrew shares his biggest six-figure job sold. [52:43]
Andrew’s pre-visit mindset before meeting a homeowner. [56:16]
How gratitude changed Brian’s perspective. [1:00:12]
Andrew opens up about learning gratitude. [1:14:46]
Where to connect with Andrew and learn more. [1:24:00]
Resources And People Mentioned:
Facebook: Waste No Day!
YouTube: WASTE NO DAY
Alex Hormozi
Tommy Mello
Influence by Robert Cialdini
Never Split the Difference by Chris Voss
Lennox PureAir
Psycho-Cybernetics by Maxwell Maltz