Too much time ,to many stupid excuses


clock time wasted

Too much time ,to many stupid excuses

I like talking to people. I enjoy speaking with peer professionals in my industry. I especially love to hold conversations with people in the construction trade industry that can open their mind to a different way of thinking. What I like more than anything is to have someone take an open hand to their face and start to rub their chin with hmmm I see. It almost becomes an “aha” moment with the person listening.

Conversely I cannot stand those in the industry that eagerly participate trashing and complaining their customers and potential customers. They seem to bad mouth quite a few of their customers that seem to change into horrible consumers. Why it seems to happen to these same people is a miracle as far as they are concerned. HOWEVER it is never them; it has to be the consumer.

The consumer decided to do the least expensive repair, the customer decided to play with the plumbers fix and caused the new/old leak. One female plumber in Virginia thinks a 90 year old woman is playing with old shutoffs. The plumber connected lavatory supply lines to the existing shutoff valves instead of installing new shutoffs. How ridiculous is it to think a 90 year old woman is crawling inside a cabinet and sabotaging shutoff valves inn order for her to come back to her home. At some point when will you realize that it is you that is the common denominator with each and every one of your customers? I am not implying that all troubled customers are a result of what you do however when the horse is staring at you, it is time to accept that you may be the problem that needs fixed.

I made a comment that we should discover budget. When those in the construction trades are asked to give quotes it is essential to discover budget.1 plumber stood up and thought he would put me in my place by stating that anytime he asks his customers about a budget they laugh at him and will never tell him. Asking for a budget is a silly time wasting project is what he should have said and given a reason why. Instead he decided to try and be a smart alec that had no reason to back his idea.

I would agree with him, if I asked you to tell me your budget of course you wouldn’t. I would not tell you if you asked me to tell you my budget or how much I am going to spend. Figure a different way to ask the question that allows you to gain an answer. Have a purpose with your questions. At times we must take the hat off our head and use it for something other than a hat rack. You must discover the budget, it is a guide to help you get from Point A to Point B. Sometimes people in the construction trades are way too literal and have a difficult time peering over the top of the proverbial box that contains their ideas. Many more are so stuck in their ways that they refuse to see a different way to ask.

One way to ask about a budget is: Have you given any thought to the plumbing fixtures? What have you chosen? That is great can you tell me why you went that route? Have you seen the new 1 piece Kohler power flush or whatever 1 piece water closet you think is better for that customer? Once you discover where your customer has looked at their fixtures you can discover why which leads to an answer about a budget. Another way is; is there a monetary constraint on your investment? Then ask questions about top end fixtures.

Then this plumber decided to attack in a different way, he said I do not want to be a pushy sales person I just want to plumb. No you don’t; if you wanted to plumb you would want to give your customer the best possible solution and if you refuse to sell them the best solution then you cannot possibly want to plumb.

To some this may sound a little angry, it is not. It is meant to get to the core problem of why our industry has dropped in reputation over the years. It is to get to the core point of why more home owners have decided to use non licensed unqualified personnel to do their plumbing work or any type construction service work in their home. I am at an age where I really do not care that some of those people in my profession are offended. It is time they started to realize there is a better way, they must open their mind and eyes and do something other than what they have done for years. A common response is Richard you seem to think there is only 1 way to do things. I take pity on you for saying something that is even more stupid than what you uttered earlier. It has nothing to do with my way as the only way. I have mentioned many other sales trainers that are very good, very progressive, and have systems that are available for you to grow your business with high integrity. Stop trying to discredit by trying to go in a different direction by reducing it to the ridiculous. I’ll call you out on your stupidity and your feelings will get hurt once again. I would rather hurt your feelings if that is the way to motivate you to at least take a look at a different direction to increase your earning potential. However if you refuse that is not my problem, it is yours. What do you have to lose?

But; if I become a sales person I will sell with less integrity and dishonesty. The statement is worded differently but it holds the same meaning. People that sell are crooks or over sell, sell things that do not need to be sold. If that is how you intend to sell you may be correct. However that is you not the sales method. Again stop making stupid statements that sound more like excuses.

Stop being the damaged goods in your company’s presentation. Start being the customer’s hero and go to person for information. Become the trusted advisor. Stop being afraid of the term sales person.
productive

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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 7, 2014, in How to sell HVAC, How to sell plumbing, HVAC sales, practicebetterbusiness.com, Selling HVAC, Selling Plumbing, service industry and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. Leave a comment.

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