Episode 293 – Tim Reed – The Psychology of the In-Home Sale

“No quotes left behind.”

This week, Tim takes a break from interviews to share a class he taught at the recent Oregon & NW HBPA joint conference about the customer journey from start to finish and building a process that is easy to follow in order to make it easy to buy.

In his class, Tim covers:

• Combating “LAJ (Looking at Jobs) Syndrome” where time is wasted because of misalignment with customer expectations.

• The psychology of the in-home sale framework: Understanding the customer’s problem, Setting the anchor, and Confirming the quote, and offering an incentive to buy.

• Three steps to harness and build momentum intentionally and slowly.

• How the best follow-up is the planned follow-up.

Tune in now to find out why the solution doesn’t matter if you don’t understand the customer’s problem. 

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