Investing in Your Sales Skills Is Never a Waste of Money
Before you’re attempted to say something like, “Of course,” pause a moment so that you can keep in mind that the solar industry is still in its relative infancy. Many of the organizations that form its backbone started out in DIY, or bootstrap mode, figuring out how to do what they do by trial and error as they grew into the new industry.
And even if you’re an established, successful solar company with great top-line sales and bottom-line profitability, there is still something to be gained by investing in your sales skills, or the skills of your sales team members.
Furthermore, if you’re in the early days of your life as a solar business, trying to make the jump from sole-proprietorship or “gang of four” into a full-fledge company with differentiated teams, sales training is a fantastic investment to make in both the profitability and sustainability of your business. Sales training is one expenditure that continues to pay you back over the long run, and that can move the needle almost immediately when it comes to your business’s ROI.
Sales Training for Solar
Sales training may be a difficult concept for many to wrap their minds around, on the whole. For many on the outside, sales can seem like a simple, if challenging, endeavor. “You present the offer, product, service, or whatever, and they either buy it or they don’t, right?” can be a tempting way to look at the process from the outside.
Making true sales is a complex process that often begins with rejection. Through a series of conversations, great sales people transform that rejection into affirmation for both the salesperson and the potential customer.
Building Rapport, Presentation, and Conversion
Sales are accomplished through a natural or learned ability to build rapport with relative strangers, to present products and services effectively, and to persuade gently. One or two of these skill sets may come naturally to a prospective salesperson. But rarely is someone a complete “natural,” having been born with all three abilities.
Many fledgling untrained sales people won’t necessarily struggle to build rapport, as most hiring managers are looking for aggressively outgoing personalities when hiring salespeople, after all. Some may have good enough presentation skills to set the sale up, while they struggle to close the deal. Sales training can help to round out the skill sets of even the most accomplished salespeople.
The Push to Door-to-Door Will Require Skilled Salespeople
Many journalistic outlets such as Forbes have made a great deal about the need for the solar industry to take its sales approach to the streets in the years to come. With this necessary push to go door-to-door for solar sales looming, the time is now for solar businesses to get serious about training their existing teams.
Sales training can be the gift that keeps on giving, both in that it will continue to drive sales growth for your firm, and in that trained, effective salespeople can in turn train new hires and get them off on the right foot.
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