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Most Techs Ask the Wrong Questions

Every tech has had this call. You found the problem. You showed them the fix. They said no. So you blame the price. But the price wasn't the issue. You asked questions to get answers, and that's all you got.…

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Showing 1–60 of 103 items in this section

Most Techs Ask the Wrong Questions

Most Techs Ask the Wrong Questions

How to Get Through a Long Day of Service Calls Without Burning Out

How to Get Through a Long Day of Service Calls Without Burning Out

The 3 Cs Every Technician Needs: Competence, Confidence, Control

The 3 Cs Every Technician Needs: Competence, Confidence, Control

How to Stop “Too Expensive” From Killing the Sale

How to Stop “Too Expensive” From Killing the Sale

The 30 Minutes That Decide Every Service Call

The 30 Minutes That Decide Every Service Call

How to Get Customers on Your Side in the First 15 Minutes

How to Get Customers on Your Side in the First 15 Minutes

Stop Diagnosing the Complaint. Diagnose the System.

Stop Diagnosing the Complaint. Diagnose the System.

The Real Reason You’re Losing Sales as a Technician (It’s Not Your Skills)

The Real Reason You’re Losing Sales as a Technician (It’s Not Your Skills)

You’re Losing Money Before You Knock on the Door (Here’s Why)

You’re Losing Money Before You Knock on the Door (Here’s Why)

How to Handle Any Customer Objection (Using Skills You Already Have)

How to Handle Any Customer Objection (Using Skills You Already Have)

Stop Showing All 4 Options at Once (Here’s Why You’re Losing the Sale)

Stop Showing All 4 Options at Once (Here’s Why You’re Losing the Sale)

Why Customers Push Back on Your Recommendations

Why Customers Push Back on Your Recommendations

The One Question That Reveals How Technicians See Their Job

The One Question That Reveals How Technicians See Their Job

Technicians: Your Job Isn’t to “Just Fix it”

Technicians: Your Job Isn’t to “Just Fix it”

What Business Owners Really Want from Technicians (Joe Bates from Northern Air Plumbing & Heating)

What Business Owners Really Want from Technicians (Joe Bates from Northern Air Plumbing & Heating)

Why Service Calls Stall After Diagnostics (and What to Do Next)

Why Service Calls Stall After Diagnostics (and What to Do Next)

How to Document a Service Call (And Why It Protects You)

How to Document a Service Call (And Why It Protects You)

What Technicians Miss Without a Diagnostic Checklist

What Technicians Miss Without a Diagnostic Checklist

Why Self-Improvement Fails for Most Technicians

Why Self-Improvement Fails for Most Technicians

When Holiday Grace Runs Out: The Reset Every Technician Faces

When Holiday Grace Runs Out: The Reset Every Technician Faces

Why the Same Objections Keep Showing Up on Your Calls (Most Replayed Moments)

Why the Same Objections Keep Showing Up on Your Calls (Most Replayed Moments)

Why Great Technicians Don’t “Handle” Objections, They Diagnose Them.

Why Great Technicians Don’t “Handle” Objections, They Diagnose Them.

How Techs Lose Calls (and Control) During the Holiday Season

How Techs Lose Calls (and Control) During the Holiday Season

Why Customers Need Clarity Before the Price

Why Customers Need Clarity Before the Price

Stop Pushing the Fix: Why LEAP Closes Calls Without Begging

Stop Pushing the Fix: Why LEAP Closes Calls Without Begging

What Customers Really Decide in the First 10 Minutes of a Service Call

What Customers Really Decide in the First 10 Minutes of a Service Call

How Technicians Lose Customers Without Even Realizing It

How Technicians Lose Customers Without Even Realizing It

Why People Don’t Listen to You (and How to Fix It)

Why People Don’t Listen to You (and How to Fix It)

How Habits Shape 40% of Your Day (and Your Success)

How Habits Shape 40% of Your Day (and Your Success)

How Curiosity Closes More Calls (and Builds Real Trust)

How Curiosity Closes More Calls (and Builds Real Trust)

How Top Technicians Produce Revenue without Losing Integrity

How Top Technicians Produce Revenue without Losing Integrity

Good Techs Fix. Great Techs Solve and Communicate.

Good Techs Fix. Great Techs Solve and Communicate.

The Overlooked Skills That Make Great Service Technicians

The Overlooked Skills That Make Great Service Technicians

The 3 Roles Every Service Technician Must Master (And Why Skills Alone Won’t Cut It)

The 3 Roles Every Service Technician Must Master (And Why Skills Alone Won’t Cut It)

Where Profit Slips Away in Home Service Businesses (And How to Fix It)

Where Profit Slips Away in Home Service Businesses (And How to Fix It)

Why a “Simple Fix” Costs $400: Showing Customers the Real Value of Service

Why a “Simple Fix” Costs $400: Showing Customers the Real Value of Service

How Technicians Build Confidence & Stay in Control of Service Calls

How Technicians Build Confidence & Stay in Control of Service Calls

The 3 C’s Every Service Technician Must Master (Confidence, Competence & Control)

The 3 C’s Every Service Technician Must Master (Confidence, Competence & Control)

Why Authority and Scarcity Make Customers Say “Yes”

Why Authority and Scarcity Make Customers Say “Yes”

How Trust and Social Proof Close Calls Before Price Matters

How Trust and Social Proof Close Calls Before Price Matters

Reciprocity and Consistency Win Jobs Before Price Matters

Reciprocity and Consistency Win Jobs Before Price Matters

6 Psychological Skills Every Tech Needs to Win Trust in the Home

6 Psychological Skills Every Tech Needs to Win Trust in the Home

Handling Know-It-All Customers Without Getting Defensive

Handling Know-It-All Customers Without Getting Defensive

How Techs Earn the Right to Tell Customers “That’s a Bad Idea.”

How Techs Earn the Right to Tell Customers “That’s a Bad Idea.”

Professional. Expert. Authority. How to Win Trust and Earn More in the Trades

Professional. Expert. Authority. How to Win Trust and Earn More in the Trades

Why Homeowners Don’t Understand You (And What to Do About It)

Why Homeowners Don’t Understand You (And What to Do About It)

Why Techs Accidentally Sell the Cheapest Option (And How to Stop)

Why Techs Accidentally Sell the Cheapest Option (And How to Stop)

Busy Season Chaos? Stick to the Process or Pay the Price.

Busy Season Chaos? Stick to the Process or Pay the Price.

How Great Techs Present Findings Without Losing the Customer

How Great Techs Present Findings Without Losing the Customer

What Most Techs Don’t Realize About Price, Profit, and Staying in Business

What Most Techs Don’t Realize About Price, Profit, and Staying in Business

How Familiarity Can Kill Trust (And How to Avoid It)

How Familiarity Can Kill Trust (And How to Avoid It)

Disarming Difficult Customers: The 3-Step Framework That Actually Works

Disarming Difficult Customers: The 3-Step Framework That Actually Works

Why Great Salespeople Read People, Not Scripts

Why Great Salespeople Read People, Not Scripts

The Truth Behind Multiple Bids and How to Win Anyway

The Truth Behind Multiple Bids and How to Win Anyway

How to Handle the Most Emotionally Charged Objection in the Trades

How to Handle the Most Emotionally Charged Objection in the Trades

What to Do When Customers Say “I Need to Think About It”

What to Do When Customers Say “I Need to Think About It”

From Shutdown to $4.75M: The Fix That Changed Everything

From Shutdown to $4.75M: The Fix That Changed Everything

How to Handle “I Need to Talk to My Spouse” Without Losing the Sale

How to Handle “I Need to Talk to My Spouse” Without Losing the Sale

The Truth About Pricing Pushback: Handling Money Objections Right

The Truth About Pricing Pushback: Handling Money Objections Right

Getting 1% Better With Atomic Habits

Getting 1% Better With Atomic Habits