Podcast Sponsorship and Introduction

• Sponsor: CertainPath Software
  • Offers tools for business efficiency, covering pricing, invoicing, materials, job photos, and more.
  • Aimed at companies of various sizes.
  • Visit mycertainpath.com for more details.
• Podcast Introduction:
  • Welcome to "The Successful Contractor" powered by CertainPath.
  • Hosted by Bob Houchin.
  • Focused on residential contractors, sharing business journeys, insights, and successes.
  • Available on YouTube and various podcast platforms.

Interview with Sean Mitchell

• Background:
  • Sean Mitchell is a comfort consultant salesperson for CM Heating in Everett, Washington.
  • In 2022, achieved $8.64 million in sales with an 88% closing ratio.
  • Only been in HVAC sales for two years, trained by CM Heating and CertainPath.

Sales Journey and Experience

• Previous Experience:
  • Assistant Director at University of Washington, involved in marketing at King 5.
  • Built a relationship with CM Heating owner.
  • Has a background in sales, started in car sales, became a top seller quickly.
  • Managed a Toyota dealership.

Transition to HVAC

• Motivation and Drive:
  • Experienced hardship, motivating him never to be in that position again.
  • Decided to pursue sales for financial stability.
  • With his father's advice, completed his degree, worked in marketing, then moved to HVAC.

Sales Strategy

• Daily Routine:
  • Starts early to prepare for the day, ensuring he knows all client details and sets expectations.
  • Believes in working smart and hard.

Process and Approach

• Call Preparation:

  • Collects detailed information about the client and property.
  • Makes personal calls to understand the client's energy and expectations.

• Customer Interaction:

  • Uses an intentional approach, setting expectations from the start.
  • Establishes common ground and sets authority.
  • Focuses on body language and adapting to each customer's needs.

Closing Techniques

• Sales Process:

  • Uses the CertainPath model for presenting options (best, better, basic).
  • Engages in storytelling to build rapport.
  • Encourages collaboration during the consultation.

• Objection Handling:

  • Addresses potential objections early, especially regarding pricing.
  • Uses financing options as a persuasive tool.

Continuous Improvement

• Self-Reflection:
  • Regularly evaluates his performance to improve sales techniques.
  • Adapts to customer feedback and market changes.

Final Thoughts and Advice

• Recommendations for Salespeople:
  • Set clear goals and be intentional in actions.
  • Focus on small details that contribute to overall momentum.
  • Embrace a mindset of continuous improvement.

Conclusion

• Podcast Closing:
  • Encouragement to like and subscribe for more content.
  • Reminder of CertainPath's services for home service businesses.
  • Visit mycertainpath.com for more information on services offered.