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Episode 287 This Is Why Your Techs Aren’t Selling

📅 October 16, 2025 ⏱️ 22:11 🎤 Chris Fresh

Chapters

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  • 0:00
    Introduction: Why Techs Don't Sell
    Chris Fresh introduces the episode, highlighting that technicians' inability to sell often comes from business-owner mistakes, not a lack of desire or capability from the techs.
  • 1:47
    The Impact of Scheduling Strategy
    The host explains how booking too many calls per technician can hinder their ability to maximize each opportunity and provide quality service, using a restaurant analogy to illustrate the point.
  • 6:11
    Case Study: Advanced Plumbing Systems
    A real-world example demonstrates how adjusting from 60 calls to 40 calls per week, with a strategic schedule, dramatically increased revenue for a plumbing company by allowing more time per customer.
  • 10:43
    The Problem with Hourly Burden Rates
    Chris Fresh critiques the common hourly burden rate pricing model, arguing it fails to account for non-wrench-turning time and varied job complexities, leading to inaccurate pricing.
  • 13:40
    Value Stacking vs. Discounts
    The episode advocates for 'value stacking'—bundling services and products to enhance perceived value—over simple discounting, comparing it to McDonald's combo meals.
  • 17:38
    Leveraging Free Tools and Training
    The host promotes a free price book calculator app and relationships training, emphasizing their role in empowering technicians to convert more effectively and increase revenue.
  • 20:15
    The Importance of Quality Training
    The episode concludes by stressing the necessity of professional sales training that focuses on service and relationships, rather than aggressive sales tactics, to build a strong, trustworthy team.

Speakers

C
Chris Fresh
Host — the Plumbing Sales Coach

Key Takeaways

✦

Evaluate and optimize your scheduling: Booking fewer, more substantial calls can lead to higher revenue per technician by allowing them adequate time for thorough diagnostics and relationship building.

✦

Rethink your pricing strategy beyond hourly burden rates: Adopt a flexible price book that considers the total value delivered, not just time spent, to allow for bundling and value stacking.

✦

Implement value stacking: Instead of offering discounts, package related services or products to create perceived greater value for the customer, encouraging larger sales without devaluing your core services.

✦

Invest in relationship-focused sales training for your technicians: Equip your team with skills to build trust and authority, enabling them to effectively communicate the value of comprehensive solutions.

✦

Utilize free resources for business improvement: Explore tools like the Plumbing Sales Coach's price book calculator and relationships training to enhance your sales processes and team's effectiveness.

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