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Partner with Remodeler Clients to Sell Products
Rick Davis / ProSales / July 25, 2013
Your remodeler clients can help you connect with homeowners.
This is the third in a series of columns on upselling and sales techniques by Rick Davis, a trainer in the construction products industry who also writes the Sell Sheet column for ProSales Magazine.
The best salesperson of your products is the person who gains the most trust with the customer. In the case of consumers, that person is the contractor advising them on the remodeling decisions for their home. If you want to gain more sales with consumers, then teach remodeling contractors how to sell your products more effectively.
Begin the process by first recognizing the strengths and weaknesses of customers who are reselling your products to the end user—i.e., the consumer. You will discover a vast difference in skills among remodeling contractors. They are often former laborers who got sick and tired of working for someone else and therefore decided to become their own boss. As a result, most are not well trained in sales or marketing and therefore enthusiastic recipients of guidance from a credible source of training and advice.
Leverage the Unbiased Authority of Experts
Envision your next sales call where you support your remodeler by making a joint presentation to a homeowner. If you’re like most dealer sales representatives, your plan is to brag about the product in your role as the technical expert. Then the contractor will boast about the capabilities of his company. Your goal to influence the homeowner will be thwarted by an inadvertent lack of sales credibility.
You only met expectations and failed to exceed them. The homeowner expected a product expert to describe the wonderful benefits of the product just as she expected the contractor to promise timely services and satisfying results. The next time you partner on a sales call, envision a different presentation strategy.