A short YouTube monologue by Phil Risher describing how improving an inbound-call sales process at a $3M home-service business—capturing prospect information, using salesmanship to overcome price-shopping objections, and creating a repeatable process for hires—led to closing more deals and scalable training.
One of the big things that I faced when I was at a $3 million home service business was we got a lot of inbound calls, and we did everyone's price shoppers. How much does it cost to do this? How much does it cost to do this? And we didn't have a good process for overcoming the objection and capturing their information. We were just almost like, order taker. This is the price. See you later. And once we fix that process, well, I need a little bit more information from you in order to give you this thing, and a little bit more salesmanship. We ended up closing a lot more deals, and we actually had a refined process that then we could bring someone else on and get them up to speed. It wasn't just, oh, this person's nice on the phone.
