With all the time I spend on the road coaching and training technicians, I’m always impressed by the quality of people with whom I work. As I interact with these wonderful frontline people with huge hearts and the desire to succeed, it always reminds me about the power of one significant aspect of the sales process: authenticity.
Selling technicians often arrive at our training classes expecting us to beat them down, tell them where they’re wrong, why they should be making more money for their owners and ultimately attempt to turn them into company robots with zero personality. Sound familiar to anyone? I see this behavior much too frequently.