Insights & updates from our specialists

1. Lead With Questions, Not Pitches

Most techs rush straight into selling — “Here’s the repair, here’s the cost, let’s do it.” That puts homeowners on defense.

Instead, slow down. Ask questions that uncover what really matters to them:

• “How long have you been dealing with this issue?”
• “What’s your biggest concern if this isn’t fixed today?”
• “What does an ideal solution look like for you?”

When homeowners feel heard, their guard drops — and they start telling you exactly how to sell them.

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2. Explain, Don’t Sell

Nobody likes jargon. And nobody trusts a price without context.

The pros who win in the home break things down simply:

• What’s wrong
• What it will take to fix it
• What the risks are if they wait
• The benefits of doing it right, now

When you explain like a trusted advisor, you don’t have to push — the homeowner sells themselves on why it’s the right move.

3. Give Options, Not Ultimatums

Here’s a powerful mindset shift: you’re not there to sell one option. You’re there to help homeowners choose the right option for them.

Good salespeople present clear, tiered solutions:

• Premium: The long-term, best-value solution
• Standard: The solid fix that gets it done
• Basic: The “just stop the bleeding” choice

When homeowners see you respecting their decision-making power, they trust you more — and they often choose higher-value solutions because they feel in control.

4. Confidence > Pressure

Pushy sales comes from insecurity. Confidence comes from certainty.

Be certain about three things:

• The problem you found
• The solution you’re recommending
• The results they’ll get when it’s done right

If you’re calm, clear, and confident, homeowners feel safe saying “yes.” You don’t have to force it.

5. Always Anchor in Trust

At the end of the day, people buy from people they trust. That means:

• Be honest when something doesn’t need fixing.
• Show them photos, videos, or physical proof of the problem.
• Follow through on every promise you make.

That trust compounds over time. It’s how you go from one-off jobs to lifetime customers.

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