Residential On-Site Sales Training
If you're like most business owners in the residential services industry, you're probably tired of hearing the following "excuses" from your sales people...
"Our Prices
Are Too High!"
"The Customer is Getting Estimates."
"We Need Better Leads."
"The Customer is Getting Estimates."
"We Need Better Leads."
Is your sales staff made up of "professional sales people" or "professional installers or technicians" that became sales people? In many companies like yours, when a technician grows tired of the physical, day-to-day regimen, they look to sales as the natural next step in their career. After all, sales should be easy to learn, right? Not so, as most people quickly learn.
Communicating with residential customers, finding the right solutions to fit their home comfort needs, and earning their trust takes a special kind of skill, not just canned techniques taught by sales consultants who don't work in the in-home services industry.
In-home sales can be challenging for new technicians or installers who aren't trained right. It becomes a challenge for technicians who are used to working with machinery or installing something that comes with specifications and manuals. There are no manuals with people. Wouldn't it be great if customers looking to get an estimate and make a purchase actually came with directions?
On-Site Residential Sales Training
Michael O'Grady designs Residential Sales Training programs that will give you and your sales staff the directions needed to effectively sell to your residential customers. This program will also provide you with the following skills that are most likely missing from your sales department:
- "Technician-to-Sales" Training. Training your employees to transition from technicians and installers to professional sales people;
- Productivity Habits. Establishing structure, time-management, goal setting and action planning as part of your sales department's day-to-day routines;
- Referral Generation. Teaching your staff to self-generate their leads through an effective networking and referrals system;
- Customer Retention Skills. Educating your staff on the psychology of customer relationships and how to build profitable customer relationships;
- Closing Skills. Training your department on specific closing techniques to address the most common customer objections in residential sales.
- Personality Assessment. Performing personality assessments on staff for effective hiring and placement. Plus, personality training for staff to understand how to work and sell to many types of customers.
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