Power Washing and Roof Cleaning Forum

Zig Ziglar does a great job and you can take what need away from it and apply it to our business. When I worked for Tremco (High End Roof Membrane Manufacturer), they actually had Zig come in for a training himself. It was pretty cool and he is an interesting guy. I am pretty sure he passed away a few years back, but his stuff is all over the internet. I have also been through Xerox Sales training & Dale Carnegie Sales training. They are all kind of similar, just have their own idea of what the sales process and key points are. I use something from each one everyday I'm out there. I actually like a book by Jeffrey Gitomer...Little Red Book of Selling. It's short, to the point and an easy read. 

All in all, it comes down to adapting a style that fits your personality and what works in your market. All of the basics are the same, but need to be tweaked to every ones business. I have been selling for over 20 years in the roofing & construction business, to all kinds of customers.....homeowners, School districts, hospitals, property managers, prisons, State entities, architects, distributors, etc... I enjoy the sales process and look forward to it everyday. I think there is no other satisfaction, like walking away from a customer with a signed PO. It is a high that no drug can give. That being said, I think that when we are out selling our services, as the owner of the business, it should be even easier than the normal sale. When you are a sale manger, trying to sell a product that you really have no vested interest in, it can become monotonous. We should exude so much confidence, knowledge and passion that the customer can't wait to do business with us. Now of course you are gong to have the cheap tire kickers, but that really is not our customer. 

Enough of my ranting..I just get a little intense when it comes to selling.