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Course: Entering the Home and Getting to the Table
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Entering the Home and Getting to the Table

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Questionnaire (Entering the home getting to the table)

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  • Questions count: 5
  • Passing grade: A+
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1.

What is the primary focus of Step One in the sales process?

Entering the home and establishing friendly control
Analyzing the equipment immediately upon entry
Discussing pricing options right away
2.

Why is the first impression important according to the speaker?

Customers will decide whether they like the technician's appearance
First impressions heavily influence the customer's decision to do business within the first ten seconds
It determines the technician's pay rate
3.

How should the technician handle any resistance from the customer about where the unit is located?

Politely explain the purpose of entering the home to assess the current system
Insist that the unit should always be checked first
Leave if the customer refuses to let them in
4.

What common mistake do comfort advisors make at this stage according to the speaker?

They talk too much about themselves
They move directly to the equipment without engaging the customer
They don’t ask enough questions
5.

What is the primary goal of sitting down with the customer at the table?

To discuss the customer’s specific wants and needs regarding their HVAC system
To finalize the sale immediately
To present multiple pricing options
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