The Credibility Manual - Building Trust

A credibility (presentation) manual is an effective approach to building trust and ultimately getting a buyer to understand "WHY" your company is the choice. How you use the credibility manual is the essential issue to consider. Your presentation style and system need to be matched together, and you as a sales person need to be well versed on how to find and present specific areas and sections that matter to the homeowner. Follow the best practices and learn how to improve your technique.

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Sample Pages - Credibility Layout

You should take your own photography, and fully customize your own company presentation material to match the outline. Several pages here are generic and can be utilized to start your customization process.

33 Page Document

Outline for What Goes Into Credibility Manual

Use this outline as a platform to determine how you want to shape your credibility manual.

2 Page Document

Credibility Insert - We're Glad You Asked

The "We're Glad You Asked" piece is an effective insert to discuss with clients what the unique selling proposition is for your firm versus all others. Customize yours to fit your company and market.

Third Party Articles Insert

This is a set of articles to insert into your credibility manual that defines IAQ and why it is critical in your home comfort system.

Credibility Insert - Questions to Ask a Contractor

Use this to customize your credibility trust manual to define the questions and answers that your customer should know and ask to be certain the company they choose -- you! -- is the best.

3 Page Document

Credibility Manual Insert - Core Values

Use this template to customize your presentation or credibility manual to present the consumer with the company core values. The goal of the credibility manual is to create maximum trust and convince a client you are the company of choice.

2 Page Document

Credibility Insert - Pyramid Filter of Why Buy From Us

Use this pyramid to design why your company offers the premium service and installation in the marketplace. The filtering process allows you as a sales professional to lead the client to a conclusion that while you are more expensive, your price is justified because you deliver more value and back it with ironclad guarantees and warranties like no other firm.

Credibility Insert - WHY Buy from ABC

Why should a customer buy from you? Use this insert to customize your unique selling proposition and guarantees that present your customers with compelling, unique reasons to choose you.

2 Page Document

Sample In Home Specification for Credibility Manual Insert

Use this file to customize your physical work specification in the home. Separate yourself from the average contractor. PROVE the value of what you deliver on install not just speak about it.

11 Page Document

Homeowner Questionnaire Insert in Credibility Manual

Comfort Analysis Questionnaire example for in home review. This also resides on a separate video for usage. We always review the questions with a homeowner and it is 100% about the engagement of the homeowners and responses.

4 Page Document

In-Home Sales Flip Book Presentation

This is a sample in-home sales flip book presentation that comfort advisors and technicians can use in the home to build trust, establish credibility, present the recommendations and breakdown a repair vs replace cost for the homeowner. Download the vertical or horizontal version below.

12 Page Document