You want to build relationships that become profitable and last? Then make sure you’re hiring individuals who know how to properly serve your HVAC customers rather than just selling to them. Of course all of the sales team should be well versed in the products features and benefits but that knowledge needs to be taken a step further, determining how those features and benefits overcome the problem that the customers face.
Below are some characteristics that you ensure the members of your HVAC sales team possess:
- Don’t waste time: Arrive on time, bring all necessary products/items and have all their answers ready.
- Be the “Yes Man”: don’t blame others for any roadblock that may arise but rather be able to solve any problem immediately without making them wait.
- Be the business expert: Know their business just as well as they know their business. Know what products and services they use/need – don’t present something that has no relevance to their business.
- Be there before, during and after: not only will follow-up likely turn a one-time client to a repeat, it will also give the salesman the opportunity to determine where they may be falling short so they can improve their skills.
Recruiting people on who already possess these is an imperative advantage. Allowing someone help you pinpoint the individuals who truly know how to serve your customers and bring them onboard will dramatically improve your company. Employees that possess these characteristics are great to have in your arsenal because they make the customers feel valued and having a contact base of valued customers is what will be needed to flourish in this evolving industry.