In the world of home improvement, it is very competitive to win leads. In a market oversaturated with home improvement experts of all kinds, who are the guys winning the leads? And why?
The great salesmen are! That’s right. Most of the time, people hire home improvement professionals that have the right energy, take the initiative, and close the deal; not necessarily the one who sells the best painting services. So what separates a great salesman from an average one?
In this article, we’ll discuss the 5 great habits of excellent salespeople.
- They build connections
As we know, people don’t always go with the best home improvement experts. Most customers don’t have the technical expertise or tactical information to truly differentiate between the industry’s best professionals. But what they do know is whether or not a pro cares about them, their needs, and their home. People buy based on emotions and not logic…. Therefore, how well you emotionally connect with a potential client is a huge contributor to whether or not they’ll choose you. Excellent salespeople build trust. They do this by taking the time to understand who they are, what moves them, and what they’re worried about. Then, they offer a solution that caters to their needs. Are you showing your prospects that you hear them and you care?
- They’re highly efficient
A great salesman knows that their biggest asset is time. So what does that mean? They invest their time and energy into processes that help them find quality leads faster, make more qualified calls in less time, and automate processes to build and nurture connections. A great salesman knows when it’s time to pick up the phone and when it’s time to automate so that they are spending more of their energy and time on the strategic, trust-building interactions that help close a sale. Home improvement pros are busy! What are you doing to improve your sales technique, save time, and optimize your workflow?
- They don’t take rejection personally
The best home improvement sales pros are able to stay positive and maintain energy even when the going gets tough. To be the most successful salesperson you can be, you’ll have to reframe what rejection is and what it means. Confidence and a great attitude about your product can take your business a long way. So if you’re going to remain positive, you’ll need to view rejection differently. When customers choose someone else, view it as a learning opportunity! Not a loss. How are you staying positive during your day-to-day?
- They are persistent
In the world of home improvement, customers are usually not ready to jump into a home improvement project; not without the right trust, the right price, the right measures, or arrangements being made beforehand. Most customers aren’t right to sign from the get-go! The sales cycle can be long. The best salespeople understand this and don’t force it.
While focused on trying to close a deal, the client you’re working with usually has a lot going on in their own lives. By pushing too hard, you can lose a deal by being overzealous. So does that mean great salespeople just give their prospects a ton of space?
No! It just means they are persistent in their follow-up process. Great salespeople respect the process that their customers need to experience to make a decision, but don’t take that as a cue to go completely hands-off. Effective salesmen don’t give up when someone says ‘no’; they keep up communication, offer value, and try again without overstepping their boundaries. Do you know how to be persistent in your sales process?
- They use data to be better
In today’s day and age, everything is becoming more digital, and more data-driven. It’s not enough to have a knack for sales! The best salespeople know to use sales analytics as a part of their day-to-day prospecting and selling process. For the salespeople that aren’t naturals, this is a saving grace. Data tools can help average salespeople hone their skills to become great salespeople. They measure their key performance indicators (KPIs), understand why they’re not meeting their quotas or why they’re exceeding them, and actively experiment with ways to improve their contact, pickup, and closing rates along the way. How does your home improvement business use data to improve the sales process?
If you want to increase your home improvement service sales, the bad news is that you have some competition. But the good news is that there are many verifiable ways you can become an above-average salesperson and use these strategies to grow your business! And the best salespeople are always looking for ways to grow. So if you’re reading this blog, you’re already off to a great start.
For more helpful sales tips, visit our Sales Tip Center and check out the most recent episode of our podcast!