One of our Clients had their Outside Sales Rep recognized for selling over $700,000 in roofing work in 30 days. This was a rookie sales rep who had never sold roofs before working for this company. His name was Nate and he works for Abernathy Roofing. Now this is not all RBP's handiwork. The first thing to recognize is great leadership from the Abernathy crew, as well as the Sales Training support from Adam Bensman.
The Knowledge Gap: Nate references the sales training topic around making the customer realize that there are things they don't know that they should. We talk a lot about the goal of trying to get a customer to say;
"hmm.. I never would have thought of that"
This is when the customer abdicates their power to you. This is such a testament to the value and benefit of sales training! Adam Bensman creates an environment with his youtube, his training programs, and his community that immerses your sales team in the best practices. I can only teach your team these things once, twice, maybe three times but you want to be completely immersed in the best practices of sales!
Credit to his Inside Sales: Nate is super super humble throughout this call and gives so much credit back to his inside sales. In the beginning he talks about how he is enabled to focus on the relevant facts due to the in-depth lead intake process that his Customer Success Rep gathers on his leads. He also talks later in the call about how they are as knowledgeable as the average contractor. Such a testament to the concept that inside sales is NOT just an assistant or a task-chick or some kind of CRM babysitter but a competent, trained, teammate who is incentivized to help the outside sales make MORE money by providing a better customer experience!
Thoroughness: When you hear about where Nate starts his inspection and the order in which he takes his pictures, you can see that he was enabled by the CompanyCam checklist! At this point he doesn't likely even need it anymore because it is so ingrained in his behavior. He also ties back to the knowledge gap in always getting in the Attic, something that is confirmed on every Arrivy Inspection task we build. His thoroughness - he declares as not being cocky or arrogant - makes him feel confident that before he even asks for the business, he knows they want to buy from him!! He is frequently credited with selling jobs for $2000 more than his competitors, simply based on his thoroughness.
Processes and Team: During the Call Adam wants to discuss numbers and for good reason. People are skeptics and it's important to get it clear but Nate almost gets uncomfortable because - again he is so humble - he says he wants to talk about PROcesses and Team! If you give your outsides sales reps a TEAM and a proven PROcess... you increase the square footage of your "Good Luck" that you might end up with an incredible team mate like this.
Personal Training from the Owners: Several times in the video he gives Credit to the training he has received from Jon and Austin for the level of involvement they take in their sales reps success. Regular coaching and role play from leadership is such a fundamental key to your teams success. Enabling them with good tools, processes, and sales training from an external source like Adam Bensman is fantastic... but having active engagement from leadership in the business is hard to replicate! Great job Austin and Jon!
Sell Like a Doctor: This is such a critical point of training. Adam Bensman Trains it, other coaches train it, Adam brings up that its in the Book Sell Like Crazy, it's in the Sandler Sales Training program, we have an entire section of our Inside Sales Training Class Two - dedicated to selling like a Doctor. The consultative sales approach is 100% PROVEN at this point. Why aren't you doing it?
...but sell from your back foot: Adam frequently says in his sales training something to "provide all the facts and relevant details" and be the "Question Punching bag" so the prospect can "make a decision, even if its not with me." Adam highlights this for Nate, that in when he states that he wants to provide a service in his estimates whether they work with him or not - that he is actively deploying great sales training without even recognizing it. He is selling from his back foot because he isn't giving the ILLUSION of it as a sales ploy, but ACTUALLY doing it because he believes its the right thing to do!
Give them a Quote before you leave: Nate brings up how part of giving them a service, and trying to help poeple includes how he can give them a quote before he leaves crediting the tools they have. Enabling your team to be thorough, follow a PROcess, using a system and tools that allow them to shine are all necessary components to achieving their own version of success and greatness!
Competence breeds Confidence: I love where Adam Bensman highlights how the training resources give him the ability to be competent, and feel confident in his ability to sell. This is such a great point to bring up; I am usually selling tools and systems for the purpose of trying to give the customer everything they need to feel competent and thus confident in their ability to make a decision. Adam ties a nice little bow around this by also associating that same mirror impact of giving your tam the confidence to ASK for the decision to be made.
We installed our Systems and PROcesses in Abernathy roofing about 10 months ago. Recently Abernathy Roofing was acquired by another client of ours - Royal Roofing. Those two companies have been integrated in under 90 days. We know of PE Acquisitions that are taking YEARS, the entire Hubspot Account was migrated and is now operating as a separate business unit inside Royals Hubspot account and Abernathy no longer has to pay for the Hubspot account we set them up with. This is a HUGE win for everyone!
If you are wanting to get more success in your business I highly recommend getting yourself into Adams FREE Sales Training Center.