CCI HVAC Sales Curbside Evaluation ASSOCIATE NAME(Required) First Last ASSOCIATE EMAIL(Required) Customer Name(Required)What is the status?(Required)Select choiceSoldQuotedCancelled- No quote providedPrimary Objection(Required)Select one3rd PartyCompetitionCostDIYFinancingMovingRepairDID NOT IDENTIFYNone (Sold)What actions did you take to overcome the 3rd party objection? (Select all that apply) Waited to present to all decision makers Phone/video call presentation Returning later today to present Select AllWhat actions did you take to overcome the competition objection? (Select all that apply) Reviewed cost components circle with customer Raised the bar- provided questions for customer to ask competition Select AllWhat actions did you take to overcome the cost objection? (Select all that apply) Explained 50/40/10 pricing model Got price and scheduling commitment for HAC Select AllWhat actions did you take to overcome the diy objection? (Select all that apply) Discussed install requirements- codes, permitting, etc. Select AllWhat actions did you take to overcome the financing objection? (Select all that apply) Ran financing for cosigner Helped customer find alternative financing Select AllWhat actions did you take to overcome the moving objection? (Select all that apply) Provided home inspector/price negotiation example Select AllWhat actions did you take to overcome the repair objection? (Select all that apply) Completed repair vs. replace worksheet Select AllWhat actions did you take to overcome the objection? (Select all that apply) Waited to present to all decision makers Phone/video call presentation Returning later today to present Reviewed cost components circle with customer Raised the bar- provided questions for customer to ask competition Explained 50/40/10 pricing model Discussed install requirements- codes, permitting, etc. Ran financing for cosigner Helped customer find alternative financing Got price and scheduling commitment for HAC Provided home inspector/price negotiation example Completed repair vs. replace worksheet Select AllPREPARE STEP (Select all completed actions)(Required) Completed a 5-5-20 Perfect Morning and wrote it down Physically prepared for the sales call (correct tools, supplies and materials necessary) Mentally prepared for the sales call (What is my state? How am i responsible?) Called the technician prior to the call (fi the call is a tech generated lead) Completed pre-arrival call with customer NONE OF THE ABOVE Select AllGREET STEP (Select all completed actions)(Required) Checked to see if the truck was parked OK Asked for permission to enter Used shoe covers Found common interest Shared a drink Asked for customer’s ideal outcome Set clear agenda using visual aid Created a 5 star expectation NONE OF THE ABOVE Select AllEXPLORE STEP (Select all completed activies)(Required) Asked questions to elicit customer stories Asked customer to help open system Completed Comfort Survey using customer’s words Partnered with customer to measure Recorded installation video Discussed monthly price range NONE OF THE ABOVE Select AllPRESENT STEP(Required) Prepared 4-6 options linked to customer’s needs Thanked customer and gave reasons you love the company Explained the value of proper install Shared personal story to shift to neutral Presented options 1 at a time Included financing with each option Asked questions to narrow down options Asked for the sale NONE OF THE ABOVE Select AllCLOSE STEP (Select all actions performed)(Required) Remained Neutral- did not recommend any option over another Found the decision point- Identified objections Resolved to a conclusion – got a yes or a no Called for HAC as needed NONE OF THE ABOVE Select AllFOLLOW UP STEP (Select all actions performed)(Required) IF PENDING – Identified customer reason to follow up with IF PENDING- Scheduled follow up day and time with customer IF PENDING- Developed backup plan if no response IF PENDING- Entered follow up plan into notes IF SOLD- Submitted production sheet and contract if SOLD- Scheduled Quality Check IF SOLD- Asked for online review and referral IF SOLD- Thanked customer with an unexpected gift Select AllFor TGLs- Did you call the tech to debrief?(Required)SelectYesNoN/A (not a TGL)What did YOU do particularly well?(Required)What could YOU have done differently?(Required)
