Our biggest app upgrade ever. We’ve raised the bar on the in-home buying experience. Now, you can combine the best-consumer buying experience with the most professional, productive, and profitable sales-to-install process.
Yes, it's a big change. But relax, you can ease into the changes over time. Your workflow remains the same. Our defaults get you started with a “looks like, feels like” what you are used to using today – while unlocking the ability to move beyond good-better-best when you are ready.
Use personalized proposals to win more deals. Tiered pricing has been around for over 100 years. The concept is very simple. Start with a baseline product or solution. Then, add or subtract product features to meet your customer's ability and willingness to pay. The simplest tiered pricing variation is a three-tier approach known as Good-Better-Best.
Why is tiered pricing so popular? Because people value features differently. What’s best for one customer – who values a low initial price, may not be best for someone else – who values low monthly utility bills. Good-Better-Best terminology (or any other naming convention) simply doesn’t work for all customers. For example, what is “Best” for one customer might be priced the lowest, yet contractors generally want to call the “Best” solution the one that is priced the highest.
Why are three pricing tiers such a powerful approach? Let's consider the alternatives. Without any choice – a single price - you push a buyer into a “take it or leave it” corner that just doesn’t sit well. Two options put you into a better position as a seller, but there is a problem with two choices. With just two choices a buyer’s mind might jump to the conclusion that one option is the right decision, while the other option is the wrong decision. This can freeze a buyer as they struggle between a right or wrong decision
Goldilocks choice. Somehow three options frees up a buyer’s thinking. With three options, buyers are neither forced into a corner (one option) nor frozen (two options) into a right vs. wrong decision. Three options lead many to a psychologically comforting middle ground of a Goldilocks choice - not too hot, not too cold, it's just right. More than three choices can lead to choice overload. Too many choices can also freeze a buyer. These customers need you to guide them
Be a guide. As you walk your customer through this maze of choices, remember to reinforce:
For example, converting an expensive purchase to a $91/month payment with a $3,500 down payment might allow your customer to purchase what they need at a monthly price they can afford.
Bundling a healthy air package or utility bill-saving thermostat suddenly becomes an “it’s just a few dollars more per month” discussion that opens the door to long-term value for the customer and a higher ticket price for you.
Finally, you can customize the Proposal Name, the Option Names, and even the description. You can customize on the app at the point of sale to fully personalize the proposal name, option names, and description to fit your customer’s wants and needs. Touch Customize on the Signature tab to unlock this new capability. Some examples of personalized option names:
Recommend and Compare Payment Types. You recommend one payment type for comparison to multiple payment types on the Options tab.
All-in-One Signature Tab
Summarize, Select, and Sign. The new Signature Tab now offers a complete summary (eliminates the legacy Summary), lets you select an Option and Payment type, and Sign. Other new features include:
Simplify for more wins, you can expose details when needed.
More space for notes. Less clutter on the Signature Tab.
More ways to pay, more ways to win. Sales Builder Pro 9 supports leasing programs.
Sales Builder Pro's new, enhanced layout mimics the new Signature Tab. Key features:
Call Center personnel can now assist your customers in selecting both an Option and a Payment using Deal Manager.