5 minute read
Most of the sales and marketing reps that I’ve worked with over the years have had the benefit of attending one of our 3-day intensive training programs. Additionally, most of them also enjoyed the opportunity to work with me every week (many of them for years) and many of them are still getting one-on-one coaching by phone and live webinars.
Sales training for restoration reps is different than what most other salespeople do. The “sales” process in the restoration industry – for generating actual job opportunities – is more of a hybrid sales-marketing process, mostly performed in the field. They are tasked with calling on Insurance Agents, Plumbers, and Property Managers, and their goal is to develop a relationship with those people able to refer jobs to your company.
If the salesman is “selling” a PREP™ program (disaster preparedness plan) then the salespeople are performing a process closer to the typical salesperson. They should be selling the value of being part of a pre-disaster program your company offers, and the hardest part of “selling” the plan is getting the clients’ signature on an Agreement.
The old days of “ABC” – Always Be Closing – simply doesn’t work in this situation, and for that matter, doesn’t work in our society in the 2020’s and beyond. If you still want to use the ABC’s, it’s Always Be Cultivating. Salespeople today don’t need to “inform” the prospect about all the details of your services, and further, they just don’t want to hear it. Today we have the internet, and amazing Google, Bing, DuckDuckGo, Yahoo, OneSearch, and others that gives any prospect almost everything they need or want to know about your products and services.
The salesperson’s responsibility today is to create a relationship (prospects aren’t looking for friends) that puts the salesperson Top of Mind – for WHEN the clients need the salesman’s services. It’s about the salesman (yes, saleswoman too), knowing the issues, headaches and problems the client typically has, and making the client aware first – that the salesman understands the client issues, and second – has a good solution to make their pain go away. Third, the salesman must regularly continue to be visible to the client, while at the same time bring value and useful information, help, and ideas to the client.
According to Salesforce™, a prospect needs 8 or more “touches” (exposure to and awareness of) you, your company, and your services. There are other experts that believe it takes between 20 and 50 touches to get Top of Mind awareness! This means not only does the salesperson need to be in touch with the prospect regularly but use all the other “touch” platforms available to him or her.
What are those other touches you ask??? It’s interactions and exposure on:
- Your Facebook business page
- Other Facebook group pages you are part of
- Twitter, including retweets
- Instagram for a quick reminder and visibility
- LinkedIn – where you can create amazing credibility and be seen as a thought leader
- Blog posts on your company website (or your own website)
- Guest Blog Posts on other Blog sites
I get a lot of raised eyebrows when I suggest Pinterest. Many people still think it’s for recipes and wedding planning. Don’t be fooled! As of this writing, I have about 1400 monthly viewers of my boards! A couple of them are about sales training for restoration reps!
If you, as an owner are looking for Sales Training For Restoration Reps, and don’t have the time, lack the skills or patience to train and coach your sales staff, there is help. I welcome your call: 419-202-6745
Salesforce, Google, OneSearch, Bing, Yahoo, DuckDuckGo are all registered trademarks of their respective companies.