Sales process engineering / for home service contractors
Sales process engineering, built for the kitchen table
Most contractors do not have a sales process. They have a few good salespeople and a lot of hoping. When the best closer is out, the close rate goes with him.
Sales process engineering is how we fix that. We map how your jobs actually get sold today, design the sequence that should happen instead, and install it in your people, your CRM and your follow-up so it runs the same way on every appointment.
No cost and no pressure. If your process is fine and the problem is somewhere else, you will hear that. Or call (352) 612-3327 and ask for Shawn.
Sales process engineering from Legacy Sales Engineering is the design and installation of a repeatable in-home sales process for home service contractors. Founder Shawn Derrick maps how your jobs are sold now, builds a seven-step process around Solution Based Questions, trains your team to run it, and wires it into your CRM and follow-up. We serve contractors in all 50 states, virtually or in person.
Does every appointment depend on who shows up?
If two of your people sell the same job two different ways, you do not have a process. You have personalities.
It shows up the same way in almost every company we look at. One rep asks questions and signs the job. Another hands over a number and heads for the truck. Same price book, same trade, completely different results, and nobody can explain the difference because nothing is written down.
That gap does not close with more leads or a better script. It closes when the steps of the appointment are designed on purpose, taught the same way to everyone, and backed up by follow-up that does not depend on memory. These are the signs the process is the constraint.
01Close rate depends on who goes
When results swing by person instead of by lead source, the steps live in individual heads. That is fixable, but only once they are written down and taught.
02Price shows up before the problem
If the number lands before the homeowner has explained what is wrong in their own words, the rest of the visit becomes a price defense instead of a plan.
03New hires learn by ride-along
Shadowing teaches whatever habits the senior rep has, good and bad. A designed process gives every new hire the same starting point and a way to check their own work.
04Follow-up depends on memory
Open estimates sit until someone remembers them. The process has to continue after the appointment, in the CRM, on a rhythm anyone can describe.
05Nobody can say where jobs are lost
Without defined stages you cannot see whether you lose people at the door, at the price or in the follow-up. Engineering the process makes the leak visible.
What does sales process engineering include?
We start with how you sell today, not a template. Real appointments, real estimates, real follow-up, including the jobs you lost.
Then we design the process, install it in the field and in your systems, and stay with it until your team runs it without us.
01
Mapping how jobs are sold today, from the first call to the signed contract
02
Designing the seven steps of your appointment around Solution Based Questions
03
Writing the questions, presentation and price conversation in the language of your trade
04
Training your estimators, techs and owner to run the same sequence
05
Building the stages, reminders and follow-up into your CRM
06
Reviewing real appointments until the process holds without us in the room
What sits at the center of the process?
A sales process is not a script. It is the order you ask questions in, so the homeowner talks themselves into the right decision.
Shawn Derrick
Legacy Sales Engineering
Engineered Around Your Trade
The framework underneath every engagement is the same seven steps, built on Solution Based Questions, NEPQ and the Zig Ziglar principle that you help people get what they want. What changes is how it sounds in your trade, at your price points, with your customers.
An HVAC replacement, a roof, a pool build and a dryer vent cleaning are not sold the same way. The process is engineered to fit how your jobs actually get bought.
Who is sales process engineering for?
Three kinds of companies get the most from this, and one should start somewhere else.
Adding reps faster than you can train them
Every new hire learns a slightly different version of the job. A designed process gives them one way to run an appointment from day one, so growth does not dilute the close rate.
Still the only one who closes the big jobs
What you do in the room works, but it lives in your head. Engineering the process gets it into a sequence your team can run, so the calendar stops being the ceiling.
Plenty of leads, inconsistent results
The phone rings and estimates go out, but signed work does not keep pace. Usually the leak is in a specific step of the appointment or the follow-up, and the process makes it visible.
When the phone is not ringing
If you are not getting appointments at all, the process is not your first problem. Start with marketing and lead engagement, and come back to process once the calendar is full.
How does an engagement start?
Three steps, and the first one costs nothing. You will not be asked to buy before anyone has looked at how you sell.
The free evaluation
We walk through how your jobs are sold today, from lead to signed contract, and where they stall. You leave with a straight read on whether the process is the problem, even when the answer is that it is not.
Map and design
We document the current process, find the steps where jobs leak, and design the seven-step sequence your team will run, written in the language of your trade.
Install and hold
We train the team, build the stages and follow-up into your CRM, and review real appointments until the process runs the same way without us.
Who designs the process?
Shawn Derrick founded Legacy Sales Engineering after 25 years in sales, most of it in person, at the kitchen table, across from people spending their own money.
The seven-step framework is the process he used to run those appointments himself, and Solution Based Questions came out of the same rooms. That is the difference between a process that reads well on paper and one that holds up in a living room on a bad night.
Legacy Sales Engineering works with home service contractors in all 50 states. The mission sits on all of it: Stop Selling. Start Solving.
Process engineering, training or coaching?
When you need the process itself
Choose process engineering when there is no shared way to run an appointment, or when the one you have only exists in a few people’s heads. It covers design, training and the CRM side, so the process survives turnover.
It is also the right starting point when you plan to hire, because it gives every new rep the same playbook from day one.
When the process exists and people need reps
If the steps are already defined and the team just needs to run them better, that is team sales training. If one person is the constraint, look at one-on-one coaching.
Want an outside read on the whole operation first? That is sales consulting.
What does sales process engineering cost?
It is quoted after the free evaluation, because the work depends on your team size, your trade and how much of the process already exists. There is no number on this page for that reason.
If you would rather hand sales and marketing over entirely, that is The Full Stack, which has an open price. Process engineering sits at the other end: you own the process when we are done.
Questions about sales process engineering
What is sales process engineering?
It is the design and installation of a repeatable sales process. For contractors, that means defining the steps of the in-home appointment, the questions asked at each step, how price is presented and how follow-up runs, then training the team and building it into the CRM so everyone sells the same way.
How is it different from sales training?
Training teaches people to run a process. Process engineering builds the process first, then trains it and wires it into your systems. If you already have defined steps, training alone may be enough, and we will tell you so.
Do you work with my trade?
Legacy Sales Engineering works with home service contractors, including HVAC, roofing, electrical, pools, chimney and gas, remodeling, flooring, pressure washing, dryer vent and solar. The seven steps stay the same; the language and price conversation are rewritten for your trade.
Do you work outside Florida?
Yes. We are based in Hawthorne, Florida, and serve contractors in all 50 states. Process design and training run virtually or in person, depending on your team and location.
How much does it cost?
Pricing is quoted after the free evaluation, once we know your team size, trade and how much of a process already exists. The evaluation itself costs nothing.
Will it work with my CRM?
We build the stages and follow-up into the CRM you use where possible. If you need one, our WeekendCRM build for contractors is designed around this process.
Ready to stop selling by personality?
Walk us through how your jobs get sold today and you will get an honest read on where the process breaks and what we would fix first. If the process is not the problem, you will be told what is.
or email service@liftinglegacies.com. Stop Selling. Start Solving.