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While achieving a million dollars in annual sales is admirable for professionals in the HVAC, electrical, and plumbing trades, imagine having a proven method to reach a million dollars in monthly sales.
That’s exactly what Gene Slade, CEO of Lead Ninja System, provides his students with his revolutionary sales training program. This transformative, step-by-step process has empowered thousands of participants to let go of a limiting mindset, helping them to achieve remarkable levels of profitability.
We sat down with Slade to discuss his blueprint for success, also known as EGSPA, a five-step approach for effectively closing sales, and explored how to make the most of their interactions with potential clients.
Establish a Need For Everything on The List
The first letter in EGSPA stands for ‘Establish a need for everything on the list.’
Slade explained, “Sales reps should memorize the six ways to turn a statement into a thought-provoking question. For example, ‘Did you know…? Were you aware…? Do you suppose…? Would you believe…? So you didn’t know…?’ Or, ‘So, you weren’t aware…?’”
According to Slade, these prompts help clients arrive at their own conclusions that ‘something’ needs to be done.
“These questions start to make clients feel uncomfortable with the status quo,” said Slade. “And that’s what’s going to sway them to utilize your services.”
Get Permission to Provide The Solution
The second letter in EGSPA stands for ‘Get permission to provide the solution.’
Slade further explained this concept, emphasizing the importance of sales representatives memorizing the 17 words that allow them to do this: ‘Would you like to know what our clients have us do when we encounter this specific situation?’
Per Slade, this step entails explaining the reason why clients need a particular set of services.
“It’s at this stage that your client will begin to feel safe, open up to you, and trust you,” he said. “This step works because it takes advantage of herd and pack mentality. Clients never want to feel left out compared to their peers.”
Share The Benefits, Paint The Picture of Their New Life
The third letter in EGSPA stands for ‘Share the benefits, paint the picture of their new life.’
Per Slade, this step entails understanding what motivates people to make a purchase, and one of those key drivers is the ‘keeping up with the Joneses’ effect described earlier.
“It’s by sharing the benefits and painting a picture of how this product or service will improve your client’s life that you’re able to persuade them to make a purchase. But you have to tap into their imaginations,” he said. “That’s what gets their emotions going and gets them excited about making additional purchases.”
Present The Price Using The Done Deal Presentation
The fourth letter in EGSPA stands for ‘Present the price using the done deal presentation.”
According to Slade, sales reps should commit to memory the exact 12 words to convince clients that the proposed solution is the only path forward. These impactful words are: ‘So you want to know how much this is going to cost?’
“Step four works because it builds trust and encourages clients to buy today,” said Slade. “It lends a sense of urgency to the situation.”
Ask For The Sale
The fifth letter in EGSPA stands for ‘Ask for the sale.’
Per Slade, the 21 magic words that get clients to not only make a purchase but also want additional improvements are: ‘So, what do you want to do? Do you want to go with the bare minimum, halfway, or all the way?’
“The reason step five works is that it gives clients options, which puts them at ease and allows them to feel in control,” said Slade. “You want clients to think they’re driving the conversation and that they’re not being pressured into making a decision.”
Why EGSPA Works
Slade explained that the EGSPA method yields remarkable results because it equips sales reps with simple-yet-effective techniques to master client interactions, allowing clients to feel that they are in capable hands and not under pressure to make hasty purchasing decisions.
Slade teaches the EGSPA method at his quarterly retreats, the next of which is taking place at the luxurious Grandhalla Mansion in Orlando, Florida, October 25 through October 29.
“Those who gain certification in my program often earn a minimum of $150,000 per year. As a former HVAC tech myself, I spent years refining the EGSPA method and other sales strategies and stress testing them in real world situations,” he said. “Based on student feedback, I can tell you these methods truly deliver results. Some Lead Ninja graduates have seen their sales triple, 5x or even 10x, and they’re making more money than they ever thought possible.”
For those looking for guidance in the world of sales, Slade also hosts bi-weekly live coaching sessions held every Tuesday and Thursday at 9 AM EST.
About Gene Slade
Gene Slade, CEO of Lead Ninja System, is a pioneering force in the realm of sales training and business development. With a steadfast commitment to empowering professionals in the HVAC, plumbing, and electrical trades, Gene offers transformative coaching experiences that revolutionize the way business owners approach sales and growth through personalized guidance, community support, and access to exclusive resources. For more information, please visit https://leadninjasystem.com/
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