Web Exclusive Feature: Everyone's a Salesperson-Even if They're Not a Salesperson
Have you ever heard someone say, "I'm not a salesperson, I'm a technician"
Build CredibilityA huge part of selling is the salesperson's perceived credibility. Our industry is not much different then that of the medical field. Use terminology that gives you credibility but is also easy to comprehend from a client's perspective. You may have noticed how I have been using the term client rather than customer. We have clients because we provide a product and offer the service for that product. We also use the word approval rather than signature, and agreement instead of contract. It is our unique system that assists us in building credibility that is similar to that of doctors.
Another simple but important way of creating credibility is common courtesy. This is especially true when it comes to residential sales. Good manners are not as universal as they once were. Simple things such as asking permission, holding the door, calling if you are going to be late, saying yes ma'am or sir, etc., make you stand out from everyone else.
There are simple, yet extremely important things, you can do to build confidence and increase your credibility.
- Always knock on your client's door; do not use the door bell. They may have a baby sleeping.
- After you knock, be sure to stand back three feet so they can see you through the peep hole or window.
- Have a business card in your left hand. Leave your right hand free to shake your client's hand.
- Never offer to shake a women's hand, always wait for her to offer first.
- Pay your client a sincere compliment.
- You should always remove your hat and sunglasses prior to entering a home.
- Do not smoke on the client's property, and do not reek of smoke.
- A fantastically clean uniform is essential. Wear a clean uniform and keep an extra shirt in your truck.
- Always carry a piece of scrap carpet. Show respect for their home by setting your tool box and other things on it.
- Wear booties over your shoes and wear rubber "surgical"
Tell Them What They Need"Give the client what they need, not necessarily what they ask for."