Watch this amusing video about making assumptions and how it can backfire. – I’d love your comments on what we can learn from this…
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What Is “On Code”To me, the definition of selling is to provide a solution that is directly “on code” with solving a problem your customer has. Basically if you provide solutions that are more like a laser beam than a shotgun, your buyer feels you know their situation better than your competitor and so they feel inclined to purchase from you.
To find exactly what people need and want, you have to understand how they think. Most people in the service business are “out of balance” in this regard. What I mean is that 90% of the attention they spend is on diagnosing technical issues and not on diagnosing the family or people who live in the home.
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An Easy SaleSomeone who studies the sales process like myself may be the easiest person for a good salesperson to sell to. Believe me, I’ve seen and heard more than my share of sales presentations in my life, and most all of them either made me laugh, made me cry, bored me, repelled me or angered me.
I actually pity the people who use outdated, scripted and ineffective techniques. I also get frustrated when i see someone who is good at their trade but too timid to have the confidence to ask for the job. The have essentially poured themselves into how to be very good at their trade but have not invested in the skill needed to convince someone to purchase this knowledge. But then the realization washes over me that what they do or say is just the result of the poor or non-existent training they have received.
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A Fateful Meeting For Sales ExpertRick Picard walked curiously into the company’s sales meeting. His company had hired a consultant to help sales reps increase their revenues. A top performer and no stranger to seven-figure annual sales, Picard was not required to go. But he went anyway. After the meeting, Picard knew his life was going to change.
A Webster, MA, native, Picard began his career doing plumbing repairs and installations after he completed trade school. Picard worked hard to support his wife, Monika, and their four daughters, Ashley, Austin, Gabrielle and Kaitlin. The family moved to Coventry, RI more than 10 years ago.
In 2003, he had the opportunity to join Lincoln, RI,-based Gem Plumbing & Heating’s residential service team.
For six years, Picard has been a successful sales manager at Gem. From 2003 to 2005, Picard estimates that he was selling as much as $2 million annually, which is more than three times the industry average.
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