If you’ve seen me deliver a training or present on a related topic, you’ve likely heard me say that sales (and marketing) is not just something you do when you show up at a customer’s home for the first time. To be effective, you must be aware that sales is part of everything you do, and act accordingly. Too many in our industry think sales is a dirty word. Too many others undermine there sales efforts with poor customer service and trying to solve problems they see rather than finding out the problems the customer cares about. And many don’t even show up.
That needs to change. Collectively, we need sales to sustain our business, help more homeowners, and fix more homes. It’s long past time to start selling.
For those in your organization who are skittish about “sales” or becoming the stereotypical used care salesman, note that effective home performance sales is not just a “closing tactic” at the kitchen table. It’s identifying problems that your customers have, and care about, even if they don’t understand the problem let alone the solution. And then it’s helping your customer make those connections.
Along those lines, Daniel Pink’s, To Sell is Human, is worth a read. His earlier books, Drive and A Whole New Mind are also worthwhile as they shine a light on behavioral economics and motivation. For a taste of this, I recommend this podcast of an interview with Daniel Pink. (The player may take a moment to load.) Heck, I’m adding it to the mandatory listening list for anyone in the industry.