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In-Home Customer Assessment Tools & Use

The customer is the key, and building a relationship that is trustworthy is what we all aspire to accomplish in sales to help close the sale. We use a customer assessment tool in the sales process to identify the needs, wants and desires of our customers. The tool is effective because it involves the client deeper than a verbal questioning process, never misses or forgets a question, is always professional, and never has an issue asking for money or about budgets. A customer assessment tool is great in order to uncover needs and also involve the buyers — learn more in this section and customize your templates.

In-Home Customer Assessment Tool

Utilize this as a sample of what and how to employ a customer assessment tool in the retail sales process. Too many Comfort Advisors will use verbal questioning to ask a client some of these questions but skip over others. We need to understand that many of these are key to becoming aware of social styles and aligning buying needs, wants, and desires, as well as making the priority list appear. By prioritizing, we can more easily focus on a package that meets the needs, and we can overcome the price objection later using these consumer-based ideas in our discussion of the objection.

Run Time: 26:53

Utilizing the Home Comfort Assessment Tool

Debriefing on the in-home assessment tool is critical to being able to assess options. Our desire is to define the most appropriate options and drive the education and value-added process to the customer.

Run Time: 38:53

Customer Assessment Tool - Used in the Home

Use the tool to customize your version for your sales process. The tool is designed to help a customer identify all the benefits, prioritize those benefits, and facilitate a conversation about money and financing options. We also have found it unifies the buyers around a value and set of benefits eliminating many primary objections, and allowing the sales professional to use their ideas with the the client to trial close.

4 Page Document

Elevated Consumer Experience Buying Questions

This document is a questionnaire with sample questions that a Comfort Adviser would ask a homeowner at the beginning of the in-home sales process. This document is a guideline and script to guide the conversation to assess the homeowners comfort needs.

25 Page Document