How to sell?
Posted by practicebetterbusiness
Whenever I involved in a discussion with others in the construction trades concerning sales I make a discovery. This discovery is made each and every time with owners and employees that have little training in sales are in the discussion. When I speak with owners and employees that have had training roughly half still have a belief that is similar to those with little or no training, This belief is sales is somehow related to immoral behavior.
My discovery and declaration is they have not learned how to sell. These contractors and employees have searched for sales training when they should be searching how to sell. They find sales training and then decide to invest in the training without considering why they need to sell, how they will sell, or what they will sell.
There may be a consultation with the sales trainer. What good is that training when you or the sales trainer ahs not found out your beliefs? What is most likely to stop you in your tracks from selling? What is stopping you from moving forward with a sales system? What have you done up to this point? Why did it not work? Why did you give it up? Why did you not stay with it? What did you like about it and what did you not like about it?
What is it that you like about sales? What do you not like about selling situations? Why do you think the way that you do? What is your support system like? How do you continue with your ongoing training? What drives your training? What have you seen? What have you done? What have you heard?
What is it that you need? What is it that you want? Where do you want to be in 1 year? Where do you see your company in 3 years and then 5 years? What is your plan? How will you get there? How will you sell?
I am here to inform you that you must jump in and get your feet wet. It is understood that you drank a lot of Kool-Aid in the past .You are reluctant to drink from the well of broken promises and dreams. However there is a need to give as little more you for your future. It is a simple procedure. In a few steps you can have a break out year.
It starts with step 1, defining and determining your goals. What are your goals with customer service and experience with you and your company? What are your company goals? What are your personal goals? How can you tie these goals together? Each goal must be dependent upon each other and a plan to reach those goals. Your customer allows you to reach your company goals that will pay you and then give you the means to reach your personal goal. Once you have clearly defined the customer, professional and personal goals you then can head to step2.
Step 2 is a commitment to do what is necessary to follow up on your goals. You cannot be half in and half out and expect to reach your goals. There is a demand to be all in with your words and actions to fulfill your dreams. The commitment stage is 2 phases. The first phase is a commitment to stop doing what you have always done in the past. Let me cover that a gain as it is the most important phase of stage 2. You must forget and leave behind the land of what was and move into the land of what will become your future. Make this commitment to you, spouse, children and employees. Most importantly make this commitment to your customers.
Step 3 is a byproduct of step 2. Sharpen your listening skills. Close your mouth and listen to the customer. Practice with your spouse and friends in order to build a new belief system. When your spouse or friends speak, shut up; do not respond with something that you know. Decide to ask a question about the things you have heard. Let them react and respond to your question. Once again do not react to their reply ask another question about their response and gain confirmation about a fact they stated. You will start to see a change with their eagerness to give you more information and they will be happier. This stage is difficult as you will change your behavior from center stage to a developer.
Step 4 is dependent upon step 3. Your communication skill must take a giant leap forward. The communication you employ is based on what the customer states to you. It is essential to use the same powerful descriptive words to describe your solution. An example is my faucet is too hard to turn on and off. Typically a plumber would present it this way. This faucet is broke and needs fixed. It is an old faucet and should be replaced or they may state I have parts in my truck and can fix it. Some may say,I have a faucet in my truck and it is x amount.
Mrs. Client I have a faucet that works with a single finger and is extremely easy to use. Would you like to give it a try? Notice how the handle is formed for ease of operation. The best thing is you will get years of use before you will need me again. Let’s go take it in the (sink) and see how it would look.
Which way entices a buyer to buy? Which way engages the customer to act in a particular way? Which way increases the desire to have the new faucet? There is no end to where this could lead the customer. She could say since we are doing the faucet can I have a new sink? Would you like a new sink also? It will also give you the freedom to suggest a new sink.
Decide today to implement these 4 basic strategies and Practice Better Business. Decide today to use words that encourage the customer to take action. It is time to stop being boringly predictable. It is time to learn how to sell.
About practicebetterbusinessAuthor of Outside the Business Box: All about Sales Build a better you and increase your earning potential
Posted on October 1, 2013, in Uncategorized and tagged b2c, business, business to consumer training, buying, expert sales training, how to sell air conditioning, How to sell electrical, how to sell HVAC, how to sell plumbing, plumbing business, plumbing profits, plumbing sales, plumbing sales training, purchasing sales training, sales for plumbing, sales for plumbing sales tips for plumber, sales help for air conditioning, sales help for plumbers, sales help for plumbing technicians, sales help for service industry, sales help for shy people, sales tips for air conditioning, sales tips for plumber, sales training, sales training for plumbers, selling, selling for plumbing, service industry sales training, what is selling. Bookmark the permalink. Leave a comment.