It’s a tricky balance. Techs are technical; salespeople are salesy. (You can quote me on that if you’d like.) Combining the two is like finding an accountant who’s the life of the party. Yet, the combo of a “selling technician” can give you a radically effective one-two punch.

In a bargain world filled with hesitant buyers, a selling technician likely has more credibility and is easier to justify than another designated salesperson. This reduces overhead and windshield time, while increasing the speed to the sale, all resulting in a nicely fattened paycheck for you and him. The only negative — and it’s just a tiny one — is they hate selling.