Why Salesmanship Matters
The funny part about being a sweep is you have to deal with the public, and if we don't we don't have a job. But we need to remember their wishes and we all understand the responsibilities we have to the levels of inspection. Somewhere in the center is a place that requires some training. For me it was a start to go to Dale Carnegie Sales Advantage class. This is where my eyes were open to the techniques we need to persuade the customer that the inspection with the sweep is in their best interest. And the best way to do that is shut up and do the job.
People don't care how much you know until they know how much you care. if you run across someone who just wants it swept then do the normal job you normally do, follow the standard of care by doing the level 1 and hand them the results and smile. What they are telling you they don't want to talk to you about it until you demonstrate how much you care. You need to show them your care. My daily sweeping days are over but the ones I do remember that gave me the hardest time usually became a great customer, just by being quiet and doing my job. Sales training is now an ongoing training for me and my staff and the start at Dale Carnegie was great at the time.
For a chance to get some free advice from a pro, check out Jeff Gitmer's website. He has some bullet presentations that can be done in minutes and gives you a chance to score yourself on how you absorbed the material. the site is open 24/7 so the late night in your jammies meeting can happen. Just go to the site and when it asks for a member number put in 2078. That should open the program and let you see all the short bullet questions on proper selling techniques for free. Remember, be quiet, do your job as set by the standard of care for the industry and do your company sop for sweeping this type of installation, present them the information, smile and move on. That’s one way to service a hard head. Check out Jeff's site for more. I know more sales people that get training on a constant basis, usually are more calm, collected and smile more than those without, just because they understand the customer’s needs and see them without antagonizing them. Take you out of the picture and put them in. Thanks for taking the time to read this post and have a great day!!
also check out this company if you want some inside the industry but outside your company help.
Tom Urban has worked in the Chimney and Hearth industry for 40 years. He's been an inventor and manufacturer for 35+ of those years.