Re-inventing the Wheel with Sales


Re-inventing the Wheel with Sales

 

Every time you turn around someone is trying to reinvent the wheel concerning sales.  It seems that it is leaning on smoking mirrors that have their basic strategies bordering on manipulation and convincing verses a simplistic approach building rapport and communication.

 

Give your service technician a book and this book basically will sell the customer by itself. Let’s give the customer 3-5 options and let the customer choose the best application possible for him or her. How bizarre is this? Agreed that options are a fantastic approach and should always be given to a customer. Nonetheless how in the world will a pricing guide give the customer the proper information that is necessary to make an intelligent decision? It cannot and will never produce the results that are desired for long term repeat business that satisfies a customer. Giving 5 choices will set a budget that the customer wants to spend however wants to spend may not be the best approach when providing a long term solution that gets rid of the problem.

 

The major claim to giving the service technician a book is every other sales training puts effort into changing people. This is a false claim and could not be farther from the truth. The reason it is a falsehood is straightforward and plain. Every person has the ability to communicate and every person does communicate while interacting with other people. With training communication skills are enhanced and your service technicians will become better with communication. What you are changing is the service technician’s level of communication and confidence.  Each will have an increased aptitude and attitude. Giving a book and convincing your service technician that it is a book that is the difference maker is a smoking mirror to increase a service technician’s fear of sales. You have just become an enabler verses a teacher and this will not help your service technician over the long haul.

 

Do not get me wrong a book is one tool in the tool box. However it ultimately must lie on the shoulders of your service technicians to sell the job. To sell the company and the solutions that you intend to provide. It is up to the service technician to clarify customer statements and to understand their wants and needs and then to present the solution clearly in order for the customer to make the right choice for the right level of service.

 

Giving a person a bat will not automatically allow that person to hit a baseball. Nor will it help that person catch a ball. You must help develop the skill to use the bat in a proficient way. It is true that a picture tells a thousand words. The problem with a picture is each person will interpret the picture one thousand different ways. Without proper training the vision that you are trying to express is left behind due to perceived ideas that are misunderstood.

 

Without asking the proper who, what, when, where, and how questions what options are applicable and this will lead to the customer feeling unsatisfied after the fact. Will the customer feel like you cared or were they just a number?  The customer is a consequence of doing business. This is the exact reason companies are always in search of the magic pill to increase new customers when the lifeblood of any company are the repeat long term customer.

 

Start today and enhance your service technicians and help them grow as individuals that can reach for the stars. It makes more sense to help individuals grow their skills sets then to give a false sense of security that will not help them out in other areas of the personal development. When you want to see individuals grow personally it will help cultivate  and escalate your team to higher highs while setting the standards of your company at a much different altitude than your competition.

 

 

 

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About practicebetterbusiness

Author of Outside the Business Box: All about Sales Build a better you and increase your earning potential

Posted on November 25, 2012, in construction services, electrical sales, How to sell HVAC, How to sell plumbing, Selling HVAC, Selling Plumbing, service industry, service trades and tagged , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. Leave a comment.

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