“You’re a salesman. You’re NOT a tech! I’m a tech. A real tech is never a salesman.” Sales shaming. It’s what happens to a tech when his peers have decided that he has sold out. It’s the idea that a tech can’t be a tech once he starts learning higher level communication skills.
There is no shame in selling. Shaming a tech because he has decided to better himself in one of his skill areas is ridiculous, and it should be stopped.
Imagine that a technician’s skills are split into two main categories:
- Technical Skills
- Communication Skills
If a tech decided to increase his technical skills, then no one would have a problem with it. Could you imagine how silly it would sound if techs harassed the HVAC Tech that just received a higher level certification?
“Oh. You’re NATE certified now! You used to be a tech. Now you are just a college boy.”
Clearly, this isn’t happening. Yet, it is happening when a tech increases his communication skills.
The reasons techs experience Sales Shaming
- The Misconception of the Meaning of Sales. The true meaning of sales is the following: to receive money in exchange for goods or services. If we use that meaning, then we quickly realize that everyone is in sales. However, in Sales Shaming, the meaning is the following: to manipulate or con a person out of their money; to deliver less value than the money is worth. No wonder techs hate to be called salesmen. What they hear is, “You used to be a tech, now you are a con-artist.”
- Jealousy. Technicians that are good at sales make a lot of money, and they don’t have to do as much physical labor. This can create jealousy issues.
- A lack of similarity. People like people that are like themselves. As you hone your skills in sales, your vocabulary is going to change. You will learn to speak the language of persuasion. This new found way of speaking is going to increase your results with your clients, and it is going to separate you from your peers. RELATED – free eBook: Obliterate the 5 Sales Objections from your Workweek
The Solution to Sales Shaming
- Change your own mindset. Adopt the real meaning of sales. Own it as part of who you are. You know that you are an ethical advisor. You are there to educate and give options to the client, not rip them off.
- Always see the good in the other techs. You now know what they are thinking. You have probably thought similar things. Don’t let it get under your skin. Instead encourage the other techs to grow their own skills. [I have included some example scripts in the video on how to do this.]
- Hang with birds of a feather, yet don’t look down on others as you soar. One of the great solutions to sales shaming is to hang with folks that understand what you are doing in sales. You can encourage each other, and sharpen your skills. At the same time, never look down on your fellow techs that don’t understand sales. You are not better than other service techs, you are just in a different place in your career.
Service Professionals have one thing in common – We are here to solve the problems of our clients. No matter your position: Technician, Plumber, Electrician, CSR, Sales, or Management; we can all agree on this common goal.