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There is an imbalance at many contracting companies that is created by some of the crew performing at a high level while others do not. Many owners perceive this as just a fact of life and refuse to believe that EVERYBODY could achieve profitable numbers.Let's continue with part 2 of 'Why your sales results suck'REASON #2 - They don't know what service means.Sales people who do not get the results they want, don't know what the word 'service' means. Poor performers rarely treat themselves to the finest service because they are usually too broke to ever experience it.Therefore, they don't know what it is. Great service is defined by its' root word. To serve. Techs that suck, never offer more service. They only offer the minimum needed to get the problem solved today.No planned service for the future and no packaging of older parts that are directly related to the problem as well. If there was one thing I could say that anybody could do to raise their sales revenue tomorrow it would be to default to as much service as possible when making your first option to a customer.What goes into making your first option one of high service? Think about anything that touches the main problem or pain that people are experiencing. If you are quoting a drain cleaning, why not offer to clean all drains in the home? If an inducer motor fails, why not replace all the components in that area as the most premium option?If your car had one spark plug foul, wouldn't you replace them all? Also, think about adding more warranty to premium options and more services today and in the future to this option as well.
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Joe Crisara is the CEO of www.contractorselling.com and author of the Contractor Selling.Com weekly Sales Tip E-Zine. You can sign up for Joe’s E-Zine FREE by going to their website at www.contractorselling.com Joe can be reached at Joe@contractorselling.com or by calling him toll free at 877-764-6304. You may reprint this article as long as this tag line stays in tact.
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