Train your people to observe find problems and then offer homeowners solutions Joe Cunningham told members of the Service Roundtable

Train your people to observe, find problems, and then offer homeowners solutions, Joe Cunningham told members of the Service Roundtable.

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.

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.

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