Great sales professionals are made, not born. Yes, some have more of a work ethic than others. Some have more natural charisma. But today’s sales pros can’t get by on charisma alone. They need great sales managers, a good sales process, and support from contracting company owners.
Getting to the top takes a lot of knowledge, focused effort, and training. And lots of sales call experience.
Also, the sales profession has changed significantly in recent years. Technology and lead management have changed. The way we communicate has changed. And customer expectations have changed.
Investing in sales training programs can help you and your sales reps meet your goals and continue to grow your contracting business.
Here are some of our favorite sales and marketing courses in the home improvement industry.
No Pressure Selling - Home Improvement On-Site Training Course
No Pressure Selling course is one of the most popular home improvement sales training courses in 2022. The program teaches techniques specific to home improvement sales such as window replacement, roofing, adding a pool or spa, etc.
Even better, any home improvement business can find tools that fit the specific company and team needs. Although a customer might be able to afford home improvement, even mere house furnishing can be costly.
Instead of creating a training system that boosts general performance, No Pressure Selling offers customized learning tools based on the industry, prospects, company region, and even in-depth on-site training with your team.
If you're looking for comprehensive home improvement sales training courses, this training is a great place to start your growth towards success and excellence.
Negotiation Experts – Sales Negotiation Training
Negotiation Experts is a home improvement sales training course that helps professionals learn how to negotiate home improvement packages.
Mastering proper negotiation practices may sound like an easy task to some. Still, not all customers are the same and can be difficult to deal with depending on their personality type or what they are looking for.
The course helps the entire sales team understand what drives a successful business and how positive verbal skills improve pitching home improvement sales.
The training also offers advice about negotiating price adjustments for home repairs that homeowners often have questions about. Another perk? You'll get 12 hours of video content so that you can go back at your convenience!
With this qualification, participants gain knowledge in:
- Learn how to speed up sales without compromising the sale quality.
- How to get the most optimal value.
- Maintain leadership in the communication process.
The sales training is available both online and in-class. The maximum attendee number for the online course is 20, while for in-class is from 12 to 29 attendees.
Challenger – Sales & Marketing
This course helps the entire sales team understand what drives a successful business, and how positive verbal skills improve pitching home improvement sales.
The training teaches how to negotiate price adjustments for home repairs that homeowners often have questions about.
Bonus: This program also features twelve 12 hours of video content.
With this qualification, participants gain knowledge in:
- Learn how to speed up sales without compromising the sale quality.
- How to get the most optimal value.
- Maintain leadership in the communication process.
The sales training is available both online and in-class. The maximum attendee number for the online course is 20, while for in-class is from 12 to 29 attendees.
ents in marketing and contact management systems to get them in front of multiple qualified prospects every day.
Challenger can help you and your team plug those knowledge gaps.
Their program helps business owners and sales and marketing managers master the basics of developing successful email campaigns, lead marketing, social media postings, advertising cost budgeting, etc.
The manager and the sales team can do the training process either online with an instructor or without one via interactive video material.
Grosso University - Sales Training Program
Grosso University offers professional services to companies who want to learn what drives people into accepting a sale. Besides learning the theory, Grosso University’s program provides business owners and sales managers with practical, actionable ideas on how to boost sales, increase efficiency, and lay the sales foundation for profitability and growth.
Grosso University offers three sales training packages you can join: Titan, Warrior, and Closer.
- Closer: Teaches the basics of closing sales.
- Warrior: Provides basic training and also teaches modern selling tactics. It also goes in-depth on specific selling steps that lead to success.
- Titan: For large companies looking to manage and improve their overall business model and get better results from website marketing to positive communication.
As of this writing, The Closer package costs $199 per month or $999 per year, while the Warrior sales package is $249 per month or $2,499 per year. The Titan training course is $4,999 per year only.
Coursera - The Art of Sales
Courses can be expensive, so for companies looking for a course that won't make a dent in the wallet, Coursera is a great choice.
Keep in mind that this course is for a company or a salesperson who is just starting in the world of home improvement sales. Although it will teach your team the selling basics and making the right call, it doesn't cover more advanced selling tactics. It’s also not specific to the contracting and home improvement business.
But when it comes to a cost-effective and accessible way for you to help new and untrained salespeople learn the basics of the sales profession, and learn the prospecting and closing skills that will keep them afloat in the first year or two, this Coursera course is an excellent solution.
Dale Carnegie – Winning with Relationship Selling
Dale Carnegie’s Winning With Relationship Selling course is perfect for sales professionals who know the basics of selling but are struggling to reach the next level and establish a lasting relationship with customers that reliably generates repeat sales and a stream of referrals.
A minor downside is that it can be hard to match your schedule with the course since the course is in-person. But if you can sync up with the session's time, you'll get the knowledge that will benefit you throughout your selling career.
Sales Training by Chris Croft
Sales Training: Practical Sales Techniques by Chris Croft on Udemy is a great program on selling for beginner and advanced sales negotiators alike.
The course is designed so it leaves no stone unturned. More importantly, the program teaches you to befriend the customer and overcome the seller/buyer obstacle. Making the client feel comfortable lowers their defense, enabling you to be more effective with your pitch.
You learn the ins and outs and get the tools that help you not only to sell. Sales are a multi-step process, and even the most professional seller can slip as they try to juggle finding a lead, keeping up with the current buyers, and keeping their finance clean and organized.
The course helps you create a system for your business where you know why you make each step. No matter if you're preparing for an important phone call or your technician contacts you to report an unexpected issue, you need to know where to focus first.
This is especially true when most work is done from home and outdated systems no longer work.
Besides learning organization skills and essential sales, you'll also learn body language, so you know how to behave in front of a customer. It becomes much easier to sell to a relaxed client. But to get there, you need to relax first.
On the flip slide, being too friendly can result in getting lost in pointless small talk, and you miss the opportunity to close a deal.
Although the course doesn't focus on HVAC, the program is designed to teach you the basics. That includes making the right call, how to close a deal and increase your day-to-day success rate, and organizing your profits.
Since you're handling sales, you need to know what your clients need. HVAC services aren't cheap, and people can be reluctant even to make a simple technician call. The more options you have to make the process easier for them, the better.
Take Your Home Improvement Business to the Next Level
You can have the best sales team in the world. But if the customers can’t afford to buy, there’s not much they can do. Research from Bankrate shows that 40% of Americans can’t cover a $1,000 emergency without borrowing money.
Having a fast, easy, and reliable finance company in your corner - one that understands the home contracting business - is a critical element in helping your sales team succeed.
To learn how we can help you, feel free to get in touch, and we'll contact you shortly to see if we should be working together.
