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➡️Episode 217➡️ The 📌EXACT📌 Sales Process I Follow EVERY Call!👌

📅 September 25, 2025 ⏱️ 36:51 🎤 Chris Fresh

Chapters

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  • 0:00
    Introduction & Giveaways
    Chris Fresh welcomes listeners, outlines the episode's content, and announces several giveaways including a $200 prize.
  • 1:42
    Connecting with Subscribers
    Chris explains new subscription methods for YouTube and Facebook, as previous alert systems are no longer functional.
  • 4:29
    The FRESH Sales Process
    Chris introduces his five-stage sales process, using his last name as an acronym for F-ear, R-eview, E-xamine, S-uggest, H-elp.
  • 8:50
    Understanding Customer Fear
    The first stage, 'Fear,' highlights how customers react to unexpected plumbing problems, often feeling freaked out and distrustful.
  • 12:21
    Illustrating Customer Fear
    Chris uses a humorous video of a man saving his dog from a kangaroo to illustrate the customer's 'fear' reaction to a plumbing issue.
  • 20:15
    Review and Examine Stages
    The 'Review' stage emphasizes listening to the customer, while 'Examine' compares a plumber's diagnostic process to a doctor's comprehensive check-up.
  • 32:49
    Engaging the Audience
    Chris addresses a low viewer count, reminding them of the giveaways and encouraging engagement through comments and subscriptions.
  • 41:45
    Suggest and Help Stages
    The 'Suggest' stage involves offering good, better, best options, and 'Help' focuses on guiding customers to make their own informed decisions without pushy sales tactics.
  • 51:37
    Giveaway Winners & Retreat
    Chris announces the winners of the $25 and $200 giveaways and provides information about an upcoming retreat for plumbing business owners and managers.

Speakers

C
Chris Fresh
Host — The Plumbing Sales Coach

Key Takeaways

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Prioritize building rapport and trust before discussing pricing; leading with price can overwhelm customers and hinder sales.

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Listen actively to customers to understand their full situation, not just the immediate problem, allowing them to fully express their concerns without interruption.

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Adopt a comprehensive diagnostic approach, similar to a doctor taking vitals, to uncover underlying issues and educate customers on potential future problems (e.g., aging fixtures, water quality).

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Offer customers a minimum of three tiered options (good, better, best; repair, replace, upgrade) to empower them with choice and cater to different budgets and needs.

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Avoid aggressive closing tactics; instead, help customers make the right decision for themselves by providing clear information and addressing their concerns authentically.

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Educate customers on the long-term benefits of upgrades (e.g., tankless water heaters, water softeners) as people are more likely to brag about new, improved items than simple repairs.

✦

Consider the 'magical fourth option' – when a customer suggests a solution they helped create, they are more likely to commit to it.

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