PHOENIX — Contractors and service techs fail to sell add-ons for three reasons, sales trainer Joe Cunningham told members of the Service Roundtable meeting here: deficient knowledge, reluctance to execute, and fear of success. Cunningham, a million dollar contractor salesman before founding Success Tracknetwork in 1998, knows a bit about selling in customers’ homes.
7 Secrets For Making More Add-On Sales
Make your company conducive to training; train regularly. Make it easy for your people, even inexperienced ones, to succeed. Testing gives you demonstration powers that no other company is offering. Get technician-based leads generated from customer service reports.