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Articles from: July
(Templeton, Calif.) — Leading HVACR sales trainer, entrepreneur and co-founder of contractorselling.com, Julie Crisara has joined Women in HVACR.Women in HVACR was established to improve the lives of members by providing professional avenues to connect with other women growing their careers in the HVACR industry. The organization strives to empower women to succeed through networking opportunities, mentoring and education.
Whenever I work with sales managers who are failing, I notice that they all talk about the immediate issues going on with their salespeople and are looking for the “quick fix” or “silver bullet” answer from me.
Most of them have given up and think they have already thought of everything. The one thing they haven’t thought of is to zoom out and look at the big picture, which includes their own behavior and how it contributes or even causes an issue to occur.
Have you ever felt drained after a heated conversation with your buyer, boss or colleague after trying to convince them that your point of view was the correct way of seeing things? That feeling of being drained is an indication that you were too attached to the outcome and that you lost your focus on trying to understand the other persons point of view.
It is easy to become emotionally involved in the outcome of your sales results, but is it really effective? In short, the answer is no. Sales should be emotional for the buyer but not for you the seller. If you try to hard to “sell” people on your way of thinking it comes off as desperate, pathetic and self-centered. As a sales professional you must retain your credibility and give your buyer the impression that you could live without the sale.