Episode Overview
Lee’s Air Sales Supervisor Phil Filaski is a superstar in the sales arena. This year he’s hit the $15 million mark in sales, averages approximately $26,000 in single sales and owns a 58% close rate.
This sales hotshot is unusually modest about his abilities. He believes in working hard, leading a disciplined lifestyle and just asking prospects the right questions.
Sounds simple, but it’s not. Filaski says a good salesperson has to create a mindset that prepares you for success and enables you to survive adversity.
He believes you need to be a good listener and ask the right questions, provide a consultative approach with clients and know how to respond to common objections to making a big-ticket purchase.
First, though, you have to develop self-confidence. “We have to get over our own insecurities and doubts,” Filaski says.
After he mastered the mental side of sales, he realized he could pull in big numbers and that he had the ability to show others how to do the same thing.
“There’s definitely a method behind the madness,” Filaski says. He’s helping his team master not just the art of selling HVAC needs during hot and cold weather, but also during tune-ups.
He believes anybody that can get face-to-face with a prospect has an inside track to making a sale.
“If they don't let you in the house, and you're not sitting down with them at a couch or table, your chances of selling it are probably like 1%,” Filaski says.
A key takeaway: You can’t look or feel uncomfortable when interacting with a potential client. Filaski found ways to create a comfort zone in the selling space, and he believes you can, too.
Especially with available technology like SalesPro. “You don't have to be a salesman to sell,” he says.
Phil Filaski recently joined ServiceTitan’s Jackie Aubel on the “Toolbox for the Trades” podcast, which included Filaski’s thoughts on:
[5:00] Filaski’s secret to success in closing sales
[8:14] Where to find the confidence to be a salesperson
[13:13] How Filaski trains his team and his sales methodology
[23:16] The most common sales objections and how to handle them
[34:43] Why SalesPro is like having a coach in your pocket
To hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, Google, or anywhere you get podcasts.
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