Why do some technicians leave with a $25K replacement and others leave with a diagnostic fee? Patrick Somers breaks down the real difference: trust, rapport, and knowing who you're talking to. This episode covers first impressions, the FORM framework, and DISC personality styles to help your team sell more by helping more.

In this episode, we explore:

(02:38) First impressions and the 7-second rule

(05:01) The halo effect and what it means for your truck, uniform, and handshake

(07:11) Building rapport using the FORM framework

(10:47) Selling with a go-giver mindset, not a desperate one

(13:36) An overview of DISC personality styles and why they matter in sales

(18:54) Matching your presentation style to your customer

(21:06) Open vs. closed questions and the importance of listening

(24:39) Th ...