“I don’t like that role-playing stuff.”

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A couple weeks ago while sitting in on a client’s sales meeting, I heard one of the sales people say, “I don’t like that role-playing stuff.” That’s too bad, because role-playing is a very important ...

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Home Performance Sales Approaches

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How would you characterize your home performance sales approach?

  • Do you focus only on the reason the homeowner called, or do you use that as the starting point for a deeper examination?
  • Do you list all of the features ...
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Dump the Jargon and Focus on the Value

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You’ve heard me talk about avoiding jargon and using “words that Mike’s mom would understand“. And engaging people based on what they value rather than what you like to talk about. ...

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DOE’s Building Science “Power Words” Translator

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jargon no-jargon expamplesThanks to home performance social media maven Sean Lintow (@The_HTRC, for all ...

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Is Your Weekly Sales Meeting Helping You Perform?

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Home Performance Sales Meeting Infographic 3One thing I’ve noticed is that many of ...

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Put it in Words that Mike’s Mom Would Understand

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Words Mikes Mom Would UnderstandMy mom is a sharp cookie. (A sharp cookie? That sounds ...

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We’re All in Sales

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If you’ve seen me deliver a training or present on a related topic, you’ve likely heard me say that sales (and marketing) is not just something you do when you show up at a customer’s home for ...

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A lead by any other name…may still be a home performance lead

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Home Performance Leads Come in Many ShapesIn a several recent conversations ...

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Staged Retrofits, The False Debate

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Staged Retrofits

In several industry conversations over the past few months, there’s been debate about whether we should take a “staged” retrofit approach. Powersmith’s Dan Kartzman does a good job rebutting the notion this will be a ...

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Dump the Jargon

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The Scenario: You’ve completed an audit1 and are relaying findings to a homeowner:

Marketing home performance? You can't use ACH50, CAZ, or thermal bypass. You've got to use words my mom understands.

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