The best way to understand the power of RPG is by a simple demonstration. Let’s say that your service technician has presented the customer a price to repair their furnace (hopefully using a good flat rate pricing system for service calls) and the customer says something like:

Wow! I don’t think I want to put that much money into this old furnace. How much would it cost to replace the whole thing?

After a few simple questions designed to make sure the current equipment is sized properly, the service technician opens up their RPG price book to the right page and says something like:

Based on the size and condition of your home, this is the right size and type of equipment needed to heat and cool it properly. I’ll let you take a look at this page and answer any questions that you have.

Click here to see a sample of what the customer sees…

The beauty of this approach is that the customer is already used to buying things in this way!

Think about it… 

When you go to a restaurant, what do they hand you? A menu - complete with product names and prices. If you have a question, you ask the waiter.

With RPG, the customer already understands most of what they read on the page without further explanation. They understand the Good-Better-Best concept, they understand warranties and they understand everything with a dollar sign next to it – the prices.

When you say “I’ll let you take a look at this page and answer any questions that you have” (and then be quiet and let them read the page) you let them control the pace of the call. When the customer feels like they are in control and under no pressure, there is less stress for everyone and they are much more likely to make a decision to buy something!

The number one question that the customer typically asks is:

What’s the difference between this Better and this Best system?

To answer this question, we recommend that you just explain one or two differentiating items (benefits, efficiencies, warranties, etc.) and then ask “Would you like to hear more?” They typically will answer you with a response like:

That sounds pretty good… Which system would you recommend?

Isn’t that a great question??? There is only one acceptable answer to this question:

At (your company name), we truly believe that all our customers deserve the best.

Then, you be quiet again and let them tell you what they want to do.  It really can be that simple.

So, are you ready to get started?