Alan Rush – Episode 158 – Mastering In-Home Sales
Today’s guest typically spends 250 days of the year traveling to chimney businesses and helping salespeople become rockstars. He’s booked two years out, and Tim says he’s “as legit as it gets.”
In today’s episode, Tim interviews the peak performer Alan Rush (Owner of Rush Profits and Partner at SureFire Training Academy). Alan has over 20 years of professional solution-selling experience, which he applies in his current line of work by showing in-home technicians how to work with clients so they buy more.
In this episode, you’ll learn:
- Why your team should switch from the technician mindset to the expert mindset (this shift will act as a catalyst for customers to spend more willingly).
- Why you should have a folder of photos on your phone for rapport building (this is a little-known trick to building meaningful relationships with customers).
- Why problems should never be introduced in proposals (this is an instant turn-off for customers).
Closing out this episode, Alan says, “if you keep doing what you’re doing, you’re going to continue to get what you got,” which is a sentiment that rings true for all hearth-related businesses resistant to change within their sales processes. You can never stop improving your processes, and by listening to this interview with one of our industry’s best, you’ll learn at least a few things that will change how you sell. Listen now to get started.