Written by EGIA Contractor University Faculty & Marketplace Partners
Love What You Do and Everybody Wins
By Mike Treas
To make it in in-home sales, the key is to love what you do. You need to love the industry you are in and love the people you serve. Who do you serve? Your family, your customer and your company. Let’s start with loving what you do.
Do You Have a Software Problem or Do You Have an HR Problem?
by James Leichter
I have talked with numerous business owners who are disappointed in their software and are looking for a better solution. When I question them on what they hope to get out of new software, they most often talk about problems related to people or business operations, not software. I hear them mostly talking about getting people to follow known policies and procedures. I tell these owners this "You don't need new software; you need to find a way to get people to do what they are told to do."
It's important to remember that in sales, no one thing will work 100 percent of the time. Succeeding in sales is all about doing the very best you can on every call. An important key to this is understanding your homeowners' concerns and minimizing risk for them, without giving away price discounts.
As a selling technician you ask questions to help your customer understand how you can help them. Imagine when you ask your customer, "Who in your home suffers from asthma, allergies, hay fever, sinus conditions or any kind of respiratory condition?" and they tell you all about their son Andrew who has allergy-induced asthma, takes prescription medicine and even uses an emergency inhaler on occasion. You ask her, "If I could help Andrew breathe better, would you want me to?" She says yes.