In this week’s episode of Windshield Time, hosts Chris and Chris are going to talk about ethics.
Ethical situations may come up when a tech processes a home that may go against their moral values. Keep reading or tune in to hear about the ethics of sales.
Sales should not be synonymous with manipulation. For example: closing. Closing is the art of asking to earn someone’s business. You may remember this hit like from the movie Glengarry Glenross:
But closing should not be about manipulation or tricks.
Closing is not about tricking individuals into buying something; it should be about asking someone to buy something. You are the expert in the situation, it’s asking for the buyer to make a choice. Closing also does not mean always getting a “yes”. Closing is the final clear future in a buying situation: yes or no.
Closing is asking the customer to do business with you. This even applies to technicians, not just sales people.
Asking the customer to choose something that they do not fully understand or does not have a need for is unethical in the opinion of the hosts. Remember, your customer is not you; they may not truly have a need for some things even if it is a product that you may want them to have.
Make a recommendation based on what you find, not based on the cost potential of the job.
Handling money objections can be a difficult subject but we do have to have these discussions frankly as at the end of the day, a job will be paid for. An objection is best handled as troubleshooting. If a quote or estimate is too expensive: ask the customer why and try to find a solution that fits best for both you and the customer.
If you want to learn more and many other tricks of the trade, we have online training courses available as well as in-person training for sales and technicians starting January 31st in Austin.
A proactive business is a successful business. That's why our team takes the time to make sure every client has a proactive, not reactive, business plan. Our strategies make your business run more smoothly and profitable.
Our training services help businesses identify and achieve their key performance indicators (KPIs). Whether it's increased revenue or higher satisfaction rates, our methods allow you to see immediate and continued results.
Our team of experts works hard to make sure your business gets personalized training. We'll work with your team one-on-one or in group settings to set and achieve your business goals. We develop training based on your goals!
We believe that people are the most valuable asset. We strive to provide outstanding benefits, life balance, leadership, and support to our team. We believe in helping people reach their greatest level of growth, contribution and satisfaction.