I do a lot of live events throughout the year, which gives me the opportunity to train hundreds of technicians annually on impactful selling techniques, strategies and structured systems. What I always find is that selling technicians truly desire to “do the right thing,” but they often get stuck when it comes to the “why” behind what they are being asked to do.
We find that many managers fail miserably when it comes to properly educating their teams on the reason, or the why, behind selling processes and strategies. What we see all the time is managers that seem to forego the importance of helping selling techs understand the significance of what they do at a higher level regarding the purpose and processes we are asking them to follow.