Sales Training

In-Home Sales Training starts here!
Essential Elements of an In-Home Sales Presentation

tommstsicrp990612607aaa_dh2fby Tommy Steele

Copyright 1986-2012 All Rights Reserved

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1. The process formerly known as “warm up”
Here’s where the in-home sales professional attempts to remove the innate fear of salespeople that may be present in the mind of the prospect. Frequently this can be accomplished through the use of a properly worded survey or questionnaire or the actual walking of the job (inspection). It is imperative that the prospect view the in-home sales professional, not as a hired gun high pressure mercenary, but as an industry specific professional.

2. Establish credibility/ The company story/ credentials
The time and place to address /remove diminish the “I want to check you out” objection or stall, is before it becomes a fatal objection at the end of the presentation. The timing of the presentation mandates that this, as with all other salient, important information be presented to the prospect in a manner that easily allows them to internalize these ideas and concepts as their own.

3. Eliminate multiple alternatives
Here’s where the prospect’s decision must be narrowed down to a simple “dichotomy of choice” When the prospect began the information gathering/purchasing process they may have been considering option A, B, C, D and so forth. The goal here is to reduce the amount of alternatives the prospect may be considering to either YOUR PRODUCT/ SERVICE being the ultimate in service value and quality or all others being the ultimate form of deception, danger and fraud!

4. Build value
Using a comparison presentation the in-home sales professional shows the features and resulting benefits UNIQUE to their particular product or service.

5. Create urgency
In many cases the best presentation to qualified prospects will amount to a tragic waste of time and resources unless the deal is closed. There is a popular quote that says: “if you can’t close, then you can’t sell” REMEMBER THAT PEOPLE WILL USUALLY SEEK WAYS TO JUSTIFY THEIR ACTION OR INACTION!!!!!

These five steps have improved the earning power of many sales professionals. These five steps are time tested over the course of over sixty years. Most importantly the manner in which these steps are performed is the actual key to sales success! Using sales techniques developed in 1974 will at best, get you a “1974 paycheck”. This information was developed after thousands of in-home sales presentations from 1986 TO THE PRESENT!
I ought to know because my name is Tommy Steele “America’s Favorite Home Improvement Salesperson”

“Getting Porched”
by Tommy Steele

We all know what a porch is. It is a part of speech known as a common noun, (describes a place or object). In this case a porch is the platform or load supporting structure near a door. Now let’s discuss an industry specific adaptation of the noun making it part of a verb, as in the term “getting porched”. “Getting porched” means that for whatever reason the prospect wants the home improvement estimate/sales call to take place outside the house. It could be actually on the front porch or more commonly, during nice weather, the prospect wants the presentation to take place outside seated a picnic table. There are many innocent enough sounding reasons for this phenomenon, including a genuine desire to enjoy a nice day. Conversely it is an environment with a new set of distractions and pitfalls. Being visible to neighbors invites unwanted third parties into the process. While the homeowner may view the process as less than critical, the fact remains that it is critical to the sales process that a proper environment be created. Add to this the fact that some prospects may not have the same respect for the professionalism of the salesperson as they would another type of professional like a physician etc. Ask yourself would this same prospect want a few neighbors or friends present during a routine “GYN” or other invasive physical exam?!… conducted in the front yard?!?!? Of course not, so knowing the prospect may not have the same reverence for the home improvement salesperson as another professional, setting the stage is critical to the satisfactory completion of the sales process. One possible way to address this problem is the use of a helpful question that focuses ON THE PROSPECT’S CONCERNS while addressing the need to the home improvement sales professional to build a proper selling environment. Getting into the house is one step in the process that frequently cannot be ignored. Innocent non- confrontational questions such as: “Do you have a table where I can draw you a little picture and show you how we build this?” This positive, non- threatening question appeals to the prospect’s self- interest, seeing how their project will be built. With the nicer weather there is more temptation for the prospect to “porch” the sales rep. The next time that happens ask YOURSELF (not the prospect!) would this same person want their spouse to have a physical exam or surgical procedure in such a setting?! Remember, the prospect MUST see this as their own idea, not some pushy salesperson trying to make a “hard sell close”. Nice day? Sure, but don’t let the nice weather rain on your sales!
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