10 tips to preparing for a Home Improvement dealer sales call

Channel Instincts - A Marketing Blog By Greg Bonsib

Effective sales In home pitchpreparation helps ensure success on the call.  Here are 10 steps that will help you have the confidence and information to get to “yes.”

  1. Attitude.  Don’t prejudge anybody or anything.  Don’t feel you’re wasting your time.  No customer is too small or too big!
  2. Introduction. Be sure to introduce yourself to everyone when calling on your customer.  Many times input into a decision comes from unlikely employees in the office, including the receptionist and administrative assistant, even from their sales team.
  3. Listen.  Learn to listen to your customer!  Many times the customer will tell you what their wants are – and if you’re not listening, you’ll miss it.
  4. Company.  Let the customer know who you are representing.  Talk about the history and strengths of your company.  Describe the support tools that you offer.  Leverage your service support and delivery.  In other words, take the time…

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