"Listen your way into sales."
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Sales Tips you'll learn today on The Sales Podcast...
Gene Slade shares his journey from working in HVAC to becoming a sales trainer, emphasizing the importance of adapting sales techniques in a rapidly changing industry.
We get into the role of technology, particularly AI, in modern sales processes and the challenges faced by tradespeople today.
Gene highlights the need for proper education in the HVAC industry to ensure quality service and customer satisfaction.
In this conversation, Gene Slade discusses the current challenges in the financing landscape for contractors, emphasizing the importance of service departments and maintenance in the HVAC industry.
He highlights the impact of rising interest rates and tariffs on the market, and shares insights on effective sales strategies, particularly the need for emotional connection and listening skills in sales.
The discussion also touches on the human element in sales, stressing the importance of genuinely caring for clients.
00:00 Introduction to Gene Slade: The HVAC Hero
05:59 Transitioning from HVAC to Sales Training
12:15 The Evolution of Sales Techniques
18:59 The Role of AI in Modern Sales
22:13 Challenges in the HVAC Industry Today
22:32 Industry Financing Challenges
25:25 The Importance of Service Departments
27:35 Impact of Interest Rates and Tariffs
28:37 Sales Strategies for High Ticket Items
32:20 Listening as a Sales Tool
36:36 The Human Element in Sales
- Gene Slade's background in HVAC laid the foundation for his sales career.
- Sales techniques have evolved with technology, but core principles remain the same.
- AI is transforming the way sales are conducted, especially in follow-ups.
- The HVAC industry faces challenges due to regulations and lack of education.
- Proper training is essential for tradespeople to succeed in a competitive market.
- Salespeople must adapt to consumer skepticism in the digital age.
- Using technology can enhance customer service and streamline processes.
- Planning obsolescence affects product quality and consumer trust.
- Education in installation practices is crucial for longevity of HVAC systems.
- Sales training should focus on real-world applications and customer interactions. 50% to 60% of clients are not getting financing.
- Contractors need to focus on service departments to survive.
- Rising interest rates are affecting the housing market.
- Salespeople must connect emotionally with clients.
- Listening is a crucial skill in sales.
- People spend money to escape pain more than for pleasure.
- Sales strategies should focus on selling problems, not products.
- Private equity firms often lack industry experience.s
- Genuine care for clients leads to better sales outcomes.
- There's a wealth of free content available for learning.
Get your service departments in order.”
GUEST INFO:
- Guest Site: https://leadninjasystem.com/
- Guest Site: https://geneslade.com/
- Guest LinkedIn: https://www.linkedin.com/in/geneslade/
- Guest X: https://x.com/genesslade
- Guest Instagram: https://www.instagram.com/geneslade/
Sales Growth Tools Mentioned In The Sales Podcast
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