Effective Home Improvement Sales Training
You're not doing enough home improvement sales training within your organization. How can I make that bold, challenging statement? Simple...it's what I spend about 60% of my time doing, and there's not one single organization that I'm working with that is doing enough training with their staff.
In addition to not doing enough training with your home improvement salespeople, you're also not doing enough training with every one of the rest of your staff. Yes, when you are in a business that is based on someone making a sale, everyone on your staff is a salesperson as well.
I get it...part of the reason that you aren't doing enough training with your team is that it seems that you run out of stuff to train on.
Another thing that happens is that the business gets in the way...You read somewhere that you need to be talking to more people. So you start evaluating your business and figure that if you can just run X more leads per day, based on your sit rate and closing percentage, you'll generate X more revenue.
The real truth is that organizations that make conscious decisions to limit home improvement sales training in order to run more appointments are, at best, limiting their potential effectiveness.
"OK, Mr. Smartypants...I get it. I need to provide on-going training to my salespeople and the rest of my organization. So...what do I train them on." I'm so glad you asked.
Over the course of our next few visits, I'll help you with that. I'll give you specific topics and things that your salespeople and staff should be trained on. But here's the key to effective home improvement sales training...
Every bit of training that you do for your sales team and your staff should have, as its basis, a focus on the customer. Find out what they might need, why they might need it, when they might need it, and even IF they need your products or service at all.
If you've been following us for any period of time, this customer focus thing is probably not much of a surprise. Based on the way home improvement leads are generated today, we are talking to people that want and need our services. It's not a question of us trying to create something out of thin air using outdated and insulting home improvement sales techniques.
Next time we'll start right in teaching about effective home improvement sales training by focusing on what your potential customer actually needs.