I know there is thread on sales books but I didn't want this to get lost in it....

Can anyone recommend some good "nuts & bolts" old school sales training? By old school I dont mean some of the "beat them over the head" Neanderthal techniques, more just straight forward tools/techniques/etc., especially for closing, without a bunch of fluff and touchy feely stuff. preferably focused on selling services (construction/maintenance/repair) vs selling widgets. Online preferred but in-person works if its worth it.

Any recs greatly appreciated.

1. Do research before calling on the customer
2. Call customer, quickly explain how your solution fits them but don't try to explain EVERYTHING; then ask for a MEETING.
3. In the meeting listen GINUINELY. Don't have to act like you NEED their business. If it's not a fit it's not a fit.
4. Try your best to really understand their pain...is it pricing, is it a certain problem etc...
5. Tell them how you've solved that problem in the past if possible and name drop who you've done it for.
6 BE YOURSELF, HAVE FUN, and like what you are selling.

You don't need tactics in my opinion if you just truly want to help people in their business. I really miss sales sometimes LOL.

I agree completely, been doing it for 30 years. When it comes to managing and training sales people I prefer to supplement my OTJ training with some 3rd party professional sales training - kind of like sometimes your kids take training/instruction better from someone that's not you....

Agtech,

I have done the Sandler and Miller Heiman courses and run all my sales people through the same. I think both offer something different and compliment each other. For MH I am mostly referencing their Blue Sheets.

To oversimplify, Sandler teaches good methodology about being in control in the selling process and moving your prospects forward through the sales cycle. MH blue sheets are a great way to step back and review a sales opportunity and see if you have all your bases covered and what flags need to be addressed. I work for a company that sells engineered products with long sales cycles and multiple stakeholders so these two "systems" have benefited us.

While they are not a panacea we have found them beneficial and worth the investment in training. Both systems have books that you can read and many Youtube videos that cover most of the material. Hope that helps.

Obligatory Glengarry Glen Ross viewing for all new sales people (oh, and if you haven't seen this yet, it's totally NSFW-I actually had forgotten the language was so bad....):

Grant Cardone. Yes, he's a major ****** but that dude has it figured out in regards to sales and being able to connect with any customer.

Learned his simple yet thorough sales process over 10 years ago and still use it to this day with every customer and even use it when meeting new people to make a great first impression.

This sales process was shared for free to me and has made me very successful. I'd be happy to share it for free to you also. It would work in ANY sales job.

I'd be interested in that. Most of my work is referral based but I still obviously sell. I'm continuously looking to improve. For the OP, I read a lot of the good sales books as well but I can't tell you how many times I said "uh…we'll, that didn't work out. I won't do that again." I feel like most of my early career was basically saying that until things went right and I did that thing again instead. Not efficient but I was not a born seller.

Jason_InfinityRoofer said:

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I'd be interested in that. Most of my work is referral based but I still obviously sell. I'm continuously looking to improve. For the OP, I read a lot of the good sales books as well but I can't tell you how many times I said "uh…we'll, that didn't work out. I won't do that again." I feel like most of my early career was basically saying that until things went right and I did that thing again instead. Not efficient but I was not a born seller.

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DM me, my friend. This process would work great for roofing sales. I took his process and tweaked a little to fit my field better…which you might have to a little bit, but not much.

No stars.

But email on profile! Is that ok?

Not worried about tweaking. Sales is sales. I've sold 12M dollar oil and gas projects, 5,000 dollar roofs, and garlic roasted mushrooms to my kids…all works about the same. Lol.

Jason_InfinityRoofer said:

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No stars.

But email on profile! Is that ok?

Not worried about tweaking. Sales is sales. I've sold 12M dollar oil and gas projects, 5,000 dollar roofs, and garlic roasted mushrooms to my kids…all works about the same. Lol.

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Email me at gigemtrevor @ iCloud . Com

cml08 said:

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Agtech,

I have done the Sandler and Miller Heiman courses and run all my sales people through the same. I think both offer something different and compliment each other. For MH I am mostly referencing their Blue Sheets.

To oversimplify, Sandler teaches good methodology about being in control in the selling process and moving your prospects forward through the sales cycle. MH blue sheets are a great way to step back and review a sales opportunity and see if you have all your bases covered and what flags need to be addressed. I work for a company that sells engineered products with long sales cycles and multiple stakeholders so these two "systems" have benefited us.

While they are not a panacea we have found them beneficial and worth the investment in training. Both systems have books that you can read and many Youtube videos that cover most of the material. Hope that helps.

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That week long training in Reno was by far the toughest training I've ever been through.