In the home remodeling industry, where sales people tend to be 100% focused on selling, a sales lead is something precious. In their world the phone doesn’t ring because it’s too hot or cold. They have to find a prospect, create interest, make a great presentation, use excellent selling skills and tools, have a variety of favorite closes and actually get excited when they hear an objection because they realize objections are buying signals. A lot of what I teach in System Selling seminars comes from this source. One of their critical sales success measures is known as “sit rate”.

In simple terms, a “sit” is the equivalent of a sales presentation or demonstration. They know that the sale isn’t likely to be made unless the customer gets to see and hear why the products and the company are wonderful. They know the homeowner has to be involved with them during the sales call to fully understand and appreciate this. Have a lead and go make a call without a presentation or demonstration? Doesn’t count as a “sit” and the sales person hangs his head…his job was not done.

So what can you take away from this? Understand and embrace that every sales call you make must include a presentation. This means that you coach your dispatcher to explain this to your customers ahead of time so they will allow the time you need for this. This means that you make the call with your sales tools: load calculation tool, estimated energy savings tool, photo-testimonial album, company presentation book, promotional offering, referral program and anything else that helps the customer see value in doing business with you and your company.

Make every lead a “sit”…and watch your sales soar.

Good Selling!