| |
Knowledge and Determination means BIG Sales
If you want to know how to get your employees driven for success; how to create the burning desire to win…educate them. I’ll never forget a few years back during an onsite training visit, I was teaching the techs how to sell UV lights and in the middle of the lesson, one of the techs got up, excused himself and a few minutes later, he returned with a UV light in his hands. I asked him what he was up to and he said he was going to sell it today. I asked if he had ever sold one before and he said no, because he knew nothing about them. He had the eye of the tiger. He was determined to make the sale and it was no surprise that on his first service call, he sold them two.
Now, this was an HVAC shop that had service techs as well as salespeople and the interesting thing is that the techs were glued to the training every day, while the salespeople, they’d take a peek in every now and then just to see what was happening, because after all, they’re seasoned professionals; they don’t need training.
The interesting part is that right after the techs learned how to sell UV lights; we were graced by one of the salespeople. So, I asked him to sell us a UV light. As he stumbled through a half-baked presentation, one of the techs said, you call that a presentation? He said, well, I don’t sell many UV lights. That’s when half the class said, well, we can see why.
When I talk with new clients, service mangers often tell me that they’re tired of complaining to the techs because they aren’t selling. The truth is if they haven’t been properly trained to sell, with a proven system, then managers really haven’t earned the right to complain. The bottom line is people really do want to be successful, but they generally lack the knowledge and direction to make it happen. |
|
