If you are the owner of an exterior home remodeling company, then we are going to assume the following two things about you:
- You are a true expert in the industry.
- You know how to sell.
This is a great starting point. We have seen owners write up over a million dollars in business for their one- or two-man show. If you are one of these businesses, then we are going to assume the following as well:
- You spend most of your time running around from job to job.
- You are constantly answering phone calls from homeowners.
- You feel ‘stuck’ in the business.
- If you have other sales reps, they don’t produce anywhere near the volume you do.
- You don’t have a structured, process-driven sales manual for home remodeling.
Sure, maybe you provide technical training so your reps know how to write up an estimate and process a job correctly. But here’s the thing, that knowledge doesn’t excite Mr. and Mrs. Jones to spend their money with your company over their other options.
To truly stand out, you need to institute a sales process that reps can plug into to get predictable results, allow their sales aptitude to shine, and can ultimately be taught to any employee before you can reach true scalability.
We know YOU as the owner have a way of doing things to earn business but that doesn’t always work in the same way for the rest of your team. If you want to get your reps selling and see your business grow, you need to think about creating and teaching a process that anyone can learn.
A good sales manual is filled with industry knowledge, company history, sales methodology, emotion, and how to handle objections. (See our blog on bringing homeowners down to earth if you’re interested in overcoming homeowner hesitations.) Your manual should be a living document that grows with your business and is the foundation for your sales efforts.
Feel free to reach out to us for more information on what a REAL sales training manual can do for your business and how we can help you develop one that works specifically for YOU!