Training for Home Improvement Salespeople Stockton CA

Generic training can be disastrous for home improvement salespeople in Stockton because most generic sales systems are designed to sell tangible products, such as furniture, computers, or the like. Selling construction services is different in two ways.

Amalyno Vision Internatonal Inc.
(310) 644-7743
14431 Firmona Ave
West Hollywood, CA
Christina's Chilcare
(209)409-0261
1705 Joann Ave
Modesto, CA
Perficency
(760) 730-7400
2911 State Street Ste. O
Carlsbad, CA
ExecuTrain
(800) 305-3855
2005 De La Cruz Blvd., Ste. 200
Santa Clara, CA
Merchant Support Services
(310) 673-9353
4315 W 182nd St
West Hollywood, CA
Treasure Island Job Corps Center
(415) 277-2400
655 H Ave., Bldg. 442, Treasure Island
San Francisco, CA
Akal Truck & Bus Driving Schoo
661-363-0400
4522 Weedpatch Hwy
Bakersfield, CA
Dale Carnegie Training
(650) 591-3253
465 California St Ste 609
San Francisco, CA
Geneva Small Fry Nursery
(209) 524-5630
1229 E Fairmont Ave
Modesto, CA
San Joaquin Valley College
866-393-8845
201 New Stine Rd
Bakersfield, CA
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Training for Home Improvement Salespeople

Source: REPLACEMENT CONTRACTOR Magazine
Publication date: January 1, 2005

By Richard Kaller

Beware of generic sales training programs that advise you not to be “an unpaid consultant.” Sure, salespeople love to hear that they shouldn't waste time on non-buyers. But that's a gimmick that can send you right into a sales slump.

Generic training can be disastrous for home improvement salespeople because most generic sales systems are designed to sell tangible products, such as furniture, computers, or the like. Selling construction services is different in two ways.

First, construction services are intangible. Sure, we can show samples, photos, or videos of windows, siding, or countertops. But the prospect is not buying that component. They're buying a finished project. That's not tangible until the product is delivered.

Second, the prospect for construction services probably has no prior knowledge of or experience in buying such a product. If we ask them typical qualifying questions, their answers are speculative and may not reflect their actual feelings.

These two factors make the qualifying process associated with generic sales training useless. In fact, using that type of qualifying process often triggers a disqualification. Either the prospect feels pressured by manipulative qualification questions, which triggers a cancellation, or the salesperson hears what he or she thinks is the wrong answer to a qualifying question.

Click here to read full article from Replacement Contractor

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