Decisions to make with Your Company


beware_md
Decisions to make with Your Company

Whenever I get involved in a discussion with construction trade professionals concerning sales an amazing fact keeps leaping to the front of the line. I discovered this fact while I was working as a service sales plumber in a truck. Our owner would try anything that he believed would and could have helped his staff become more effective with their ability to help his customers. The training should have helped. However it failed miserably.

It was not due to the owner that the effort failed. The trusted advisors of the well-known sales help and companywide educational organizations failed this owner and many other owners and companies due to the exact same reason. They excelled at sales however they were extremely poor at discovering real problems and providing long term solutions that would create success.

My discovery and declaration of these organizations is they have not learned how to sell or educate properly. These contractors and employees have searched for sales training when they should be searching for other items including how my staff learns. They find sales training, get sold and then decide to invest in the training without considering, how they learn, why they need to sell, how they will sell, or what they will sell.

There may be a consultation with the sales trainer most likely the consultation is with a person that is ready, willing, and quite able to convince you to pay 10,000 or more dollars a year to join their chapter or group. What good is that training when you or the sales trainer has not found out your core beliefs? You must discover what is holding back the company instead frenzy is built that overwhelms. 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? Are you committed?

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?

If you have invested in training and help in the past why has it failed? Some of these trusted advisors will pick up a phone and decide to ask questions without visiting the company and understanding firsthand how your company is in an unorganized chaos. They expect you as an owner to tell them truthfully. A good rule with sales is the customer may tell you things truthfully however it may not be true. They have information and the information is wrong. Very rarely will you hear a person, especially an owner say; I have been running my company wrong or into the ground. As an organization you will hear I am not making money.

Then questions like what is your overhead? What is your breakeven? You need to charge more. These remedies seem to spew out without direction. The organization is expecting you to understand business and you are joining them due to wanting to expand your education with your business acumen. This is crazy and sort of like allowing the alcoholic to serve drinks and collect money at a bar. Stop allowing the inmates to run the asylum.

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?
Don't fear change,change fear

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 a little more you for your future. It is a simple procedure. In a few steps you can have a break out year. Answer the questions asked above and now you may be able to implement the strategies below.

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 step 2.

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 respond and ask another question about their response. The purpose is to 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 to 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 help 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.

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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 October 18, 2014, in electrical sales, How to sell HVAC, How to sell plumbing, HVAC sales, practicebetterbusiness.com, sales tips and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. 2 Comments.

  1. You make some good points. In my opinion, the sales training companies can sale but they can not train. Also, the key point here is listening. I have to remind myself on a regular basis to listen more the talk.

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