In order for your salespeople to be successful in today’s environment, they must be different than the competition. The competition presents the customer with solutions that are based on the benefits that their products offer. The ones that understand today’s consumers present options that are based on the finds of their discovery process.
Today’s effective selling process is as follows:
1. Make a plan prior to calling the customer
2. When it’s time to make the call, know how to make the customer feel special
3. Collaborate with the customer to create an individualized plan
4. Present the unique solution (that only you and your team can provide)
5. Post-call debrief.
These steps will allow for unprecedented success. Your salespeople will be the most respected in the industry.
Planning for a sales call is the first step to separating yourself from the competition. Your salespeople need to bring a new insight to the customers. They need to verbalize to the customer that your objectives align with the their objectives.
Next, your salespeople must make the customer feel that they are receiving a “Ritz-Carson experience.” They must involve the customer, listen, and educate. The smoother the conversation, the higher level of credibility the salesperson establishes.
Before strategizing the technician’s plan, the salesperson must diagnose the customer’s problem. Questions such as, “Why does the condition exist?” need to be asked.
Now the salesperson and customer can develop a plan specifically tailored to the customer’s particular needs. At this time, the salesperson will present the solution that only their company can fulfill and in turn ask for the sale.
Immediately following the call, the salesperson should perform a self-assessment on his performance and receive feedback from his manager.
If this process is implemented in every sales call, your company is sure to make a one-time-customer into a regular.
Mike Moore is the HVAC Training Director at HVAC Learning Solutions, an HVAC industry expert in sales, technical, and business training. Visit Mike’s blog for more insights. Mike can be reached on Twitter @hvaclearning or on Google+ at gplus.to/hvactraining.