The winter holidays are right around the corner, and we all know what that time of the year brings with it. Objections! Yes, ‘tis the season for the holiday objection. Once a year, your client gets to dust off the old excuses from last year and bring them out one-by-one.
As a service technician, you’re the target of some serious objections, and Service Excellence is here to help. Our team is ready to give you the tools you need to stop those objections in their tracks. Read on to learn how to avoid and eliminate common holiday objections.
How To Crush The Holiday Objection
The easiest way to eliminate the majority of objections, be they holiday or not, is to simply not bring up the topic. It is only natural to talk about the holidays when you enter your client’s home and see their festive decorations. All of our training has taught us to notice our surroundings and then talk about them. However, if you don’t bring up the holidays with your client, then they can’t springboard that topic into an objection.
Here’s why you want to avoid holiday topics with your clients:
- Avoid reminding them of the money they may have already spent that season.
- Avoid connecting yourself with a holiday that is already stressful.
- Avoid creating new objections your clients haven’t yet considered.
Master The “No Excuses Mentality”
Getting into the habit of accepting excuses is a precursor to failure. Where do the excuses end? See, after the winter holidays, there is Tax Season and then Summer Vacation and then Back to School and on and on. There’s always an upcoming holiday — but necessary home repairs don’t wait for a calendar break.
Remember: if you ACCEPT the EXCUSES you ACCEPT the FAILURE!
What are you willing to accept? In the end, it’s that choice that will determine your results. After all, the results you achieve are a direct reflection of your efforts.
Plant The Financing Seed Early In The Call
As service industry experts, we know that emergency repairs or replacements don’t wait for a convenient time to happen. In fact, they often strike at the most inconvenient times — like holidays. Since few homeowners have funds set aside for unforeseen services, it’s important to mention financing options toward the beginning of the call.
Seek A Solution To The Affordability Problem
Demonstrate to your client that you understand this service isn’t timely, and it can feel like these breakdowns happen when we can least afford them. Showing empathy can build trust in your client and make the investment conversation less stressful.
Once your client vocalizes that the call is necessary to address a need, then the close is soon to come. Offer your clients flexible financing options in order to take advantage of your services and fulfill their need as soon as possible.
Find Year-Round Success With Service Excellence
No matter if it’s the holidays or not, you can provide top-quality customer service and successfully close sales with help from Service Excellence. We’re here to help you learn how to eliminate sales objections and meet with continued success. Take advantage of one of our business coaching classes and IGNITE THE POWER WITHIN!
