Photo credit-hvaccrbusiness.com
Job descriptions for technicians and other service personnel have universally evolved over the last few years. They now include a sales component. Some have gotten on the bus but many others are pushing back like I used to when Mom passed the broccoli at the dinner table. Technicians can absolutely succeed at selling, but need different approaches from their dedicated selling counterparts. To help equip them here are three strategies that may very well lead to maximum results as they service and sell in 2020.
Practice Consultative Selling
This is really a really good mindset to adopt. Remember Joe the Concrete Guy who I introduced you to last month. Consultative selling is all about avoiding canned sales pitches in favor of just conversing with potential customers. The keyword is conversing, suggesting the natural back and forth rhythm of a conversation.
Listen closely to the customer and quickly formulate relevant, insightful questions from real-time feedback you hear as they respond.
The way to secure the need behind the need is through this easy, natural conversation. With a good consultative sales approach, you probably have the solution that needs to be presented, which may very well lead to an immediate sale. Just remember to soak up as much information as possible and show genuine interest.
During these conversations offer professional advice and useful tips that will help you earn more credibility. They may also earn you the benefit of the doubt.
Drink Your Company’s Kool-Aid
At your company, whether large or small, you must be aware of its mission, brand promise, and reputation. You should show that you are very familiar with the spirit of who your company is. Reflect this to homeowners when speaking to them as potential customers.
You must remember that most people called your company because of what they have seen and heard from billboard or television advertising. Their expectations will be based off of these so you need to show what you know to convince them they will receive what your marketing promises. For example, the overriding theme of current advertising at one large services company is, “Pest control down to a science.” The message is to call the professionals and don’t try it yourself. If you are a tech for that company your job is to show why you are the expert and an authority by wowing the prospect with knowledge that the other guys don’t possess.
Maybe your company advertises with billboards showing families enjoying life outdoors in a manicured yard with a clean cut smiling lawn maintenance guy drinking a glass of lemonade with them. People who call that company have an expectation of you becoming a quasi-family member. If you arrive at that home and are not extremely friendly and willing to schmooze with a customer-first mentality, it will be really hard to meet their expectations.
Photo credit-yelp.com
Nudge But Don’t Push
Like the Kenny Rogers song says, “You’ve got to know when to hold them; and know when to fold them.” Don’t attempt to make sales at all costs. Recognize that at times it doesn’t seem like it will be a good fit, either for you or the homeowner.
Not all possible deals are prudent, even if you think you can still make the sale. When your instinct tells you a sale is likely to result in an unhappy customer, pull back. On the other hand, things may be clicking and additional needs uncovered during your inspection/assessment. This is a good time to propose a bundle of multiple services. The credibility of your company AND you often nudge them to accept all your recommendations and buy everything you propose. These are the type of folks who will become loyal customers AND recommend and introduce you to friends and family.
————Blue Collar Selling Help————
Next week starts a new selling year and maybe it’s time to try something different to ensure you sharpen your selling ax for the challenges ahead. Why not pick up a copy of Sell is NOT a Four Letter Word from Doug’s website HERE?
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By utilizing these strategies you will be much more able to accomplish your sales objectives, while remaining comfortable in your own skin.
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©2019 Robinson Training Solutions, LLC
