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info@appleseedbusiness.com Al Levi, of Appleseed Business, specializes in helping contractors run their businesses “with less stress and more success.” Through private workshops, on-site assessments, customized operating manuals and staff training programs, Al delivers the benefit of the experience he gained from years of operating a large and successful family HVAC/plumbing business. Learn more by visiting www.appleseedbusiness.com. You may also contact Al at info@appleseedbusiness.com or by fax: 212/202-6275.
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College of Product Knowledge CD
by Don Arnold |
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By: rich
Posted: December 17, 2008 7:47 PM
I am involved in this type of sales process and have been involved for years. Many come and go without realizing the potential success for them, the company and clients .Doing what is best for the client.
Ari is correct they need training. They need proof that it does work. They need a guide on what to do and how to make it work. They need training geared towards answering concerns and objections from clients. They need to learn when the proper time to present the solution is and how to present the solution. They need to know they are worth more then what is charged. They need to start learning how to build relationships with the client.
The change from time and material to flat rate is enormous. The old way of thinking is gone. Your men and women must learn a new strategy. No longer can they baffle the client with product knowledge, codes now they must engage the client by asking questions. Now they must build relationships to earn the right to do business with the client.
Expecting results without proper training, expecting the employees to jump on the train without training will not happen. The success rate is not on their side. They will revert to the old ways without proper training. Buy them a book to read. Brian Tracy, The art of closing the sale. Tom Hopkins, Selling for dummies will give them basic tools for success.
Then send them to training seminars that teaches them how to answer objections and concerns without being aggressive or using fear to gain the sale.
I can vouch for those who sell flat rate, upfront, straightforward pricing will enjoy at the minimum twenty-five percent increase in their salary. I can also guarantee they will enhance their own lives by what they will learn about themselves and the psychology of their clients.