Home Improvement Sales Training

I don’t think anybody growing up ever said I can’t wait to be a home improvement salesperson. I thought they would be in the NBA, a rock star, an internet guru maybe… but definitely not selling home improvements.

From being in this business for over 35 years and being in 16,000 homes here are four common mistakes in closing that I see sales people make over and over that cost them a lot of money. Please watch until the end to see all four.

Some people call it charisma, some people call it swag, whatever you call it great salespeople in home improvement sales all have it. I call it personal power.  If you don’t have it you won’t have the ability to take and keep control in a total stranger's home, have the credibility to influence people enough to buy from you; a lot of times in a one-call close for tens of thousands of dollars and be able to control a structured sales presentation time after time.

Closing is about asking questions. I remember when I first started sales somebody told me that and it sort of but really didn’t make sense. After being in over 16,000 homes most of which are a one-call close I get it now. You are not telling people to do things in the close but asking them questions.

A commission based in home or home improvement sales job can be the best or worst opportunity depending on the job and company you pick. Worst because as you have heard one of the biggest frauds are contractors or people who sell home improvements.

You have to be great at getting rapport with your customers if you want to make more money doing home improvement sales. Rapport and connection are huge because more rapport gives you more control.