I owe my readers an article on ‘selling in the slow season’, but I’ve got a recent reader comment that I want to address head-on first.
There are some beliefs about selling that are more damnable than others… Wrong ideas that well-intentioned folks get stuck in their head… notions that hurl them downward into a sales career doomed before it ever begins.
Unfortunately, these same ideas seem noble and pure… even just and right. On the surface, they appear to be the path to success and prosperity.
Nothing could be further from the truth!
So, what exactly am I talking about?
I’m going to post the comment here from a very sincere, hard-working young man who only wants to succeed. I want to applaud him for his enthusiasm and acknowledge his diligence… for certainly he has both.
Before you think me too harsh, you should know… If he lived closer, I would want to meet him, shake his hand and persuade him to work with me for enthusiasm and diligence are two qualities essential in a great sales person.
Let me post his edited comments here and ask my readers if they are able to spot the same concerns I have. If so, please post your insights in the comments section below…
Hi Mike,
I’ve been reading most of your articles and first off, I think they are great. And the reason they work for me is exactly the same reason that people buy roofs. Your personality is there and the you are appealing to the reader, not just the same dead pan sales advice.
But anyways, I’ve been pretty new to the roofing scene as a 19 year old in college. I have been working for a GREAT company that has some very big awards and things like that.
I will be honest, I have been guilty of using the same “hi my name is ________ and I work for ________…” and of course I realize that in hindsight that was a bad idea… But my goal is to get to where I can show why our roofing company is better than the rest.
First off, how do you work your way to that point? and secondly, how do you say those things without being a turn off to potential clients?
It’s hard to keep from blasting them with facts, but at the same time, I’m working in a storm environment and people have a tendency to not do their research it seems like.
I have taken the approach of leaving typed letters along with a brochure regarding our warranty stapled together with a business card and that has worked probably 1 out of every 100.
Please, take a moment and post your insights below…
Thanks,
Mike
P.S. Click here to read: Damnable Selling Part 2
Mike Coday
Mike started selling roofs in '95 while working as a youth pastor at a small church in North Texas. A decade later he transitioned to speaking at industry conferences and training outside sales teams. Today, he works exclusively as the premier consultant to roofing company owners who are driven for growth.
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