Siding sales reps must have a flawless understanding of their company’s products and services while building rapport with homeowners. In fact, siding contractors that master the sales process are more likely to build a sustainable business that beats out the competition. Therefore, proper siding sales training can transform an average sales team into a powerhouse.
In this guide, we’ll explore the five best siding sales training tips to give your business a competitive edge. Overall, these tips will enhance your team’s efficiency and help you close more deals. Whether your team is new to siding sales or looking to refine their skills, this guide can reshape the way they approach each appointment.
Siding Sales Reps and the Siding Sales Process
Siding sales representatives play a crucial role in the customer journey. Specifically, they instantly become the face of your business when meeting homeowners at the kitchen table. They’re the bridge between the customer’s needs and the company’s solutions.
The primary responsibility of a sales rep is to sell siding products and services to homeowners. However, the job goes beyond just selling. They need to understand the customer’s needs, recommend the right products, handle objections, and close the deal.
The siding sales process involves several key steps. For example, this includes:
- Lead intake and management
- Initial contact and appointment scheduling
- Estimate, proposal, and presentation
- Overcoming objections and addressing concerns
- Closing the deal and following up
It all starts with lead intake, where potential customers are identified. Next is the initial contact, where reps reach out to these leads. During this stage, reps gather information and assess the customer’s needs. After understanding the customer’s needs, reps present a tailored solution during the appointment.
After the presentation, the next step is handling objections. Customers often have concerns or questions about the product or service. Yet, a skilled sales rep addresses these objections confidently. Once objections are resolved, the final step is closing the deal. This involves negotiating terms and finalizing the sale. Oh, and don’t forget to follow up after the contract is signed!
Thankfully, effective siding sales training ensures reps are well-versed in each step of this process. It equips them with the skills to handle objections and close deals successfully. Now, let’s dive into the five best siding sales training tips to help your team excel.
5 Effective Siding Sales Training Tips
In general, there’s a never-ending list of tips for sales in the home improvement industry. However, some will have a bigger impact than others. And this is especially true while onboarding new hires.
For that reason, here are the five most effective training tips to empower your siding sales reps:
- Invest in sales software
- Strengthen process and product knowledge
- Provide mentorship and shadowing
- Train handling objections and concerns
- Don’t forget the basics
According to our recent sales survey, 40% of sales leaders take up to two months to train new hires. That’s an awfully long time to get a new sales rep up and running. However, you can streamline this process and cut that time in half by following these five siding sales training tips.
1. Invest in Sales Software
In-home sales software has revolutionized the way siding contractors work with customers. To be specific, it streamlines the entire sales process, from estimates and contracts to financing and payment processing.
Siding estimating software calculates the most accurate pricing and eliminates manual errors. This ensures your estimates are precise and cuts down on training time for new hires. They no longer have to focus on pricing a job and can focus on selling it instead.
Moreover, sales software keeps all your data in one place. This makes it easier for sales reps to access information quickly. They can pull up customer history, product details, and pricing instantly.
Training your team in sales software gives your onboarding process more structure and consistency. You can quickly add them to the software and begin training. Provide hands-on training sessions and real-time support to get started.
Furthermore, sales software offers reporting and analytics. These tools help you track your team’s performance. Now you can identify areas for improvement and adjust your training accordingly.
Incorporating sales software into your business ensures your team is efficient and effective. Better yet, it eliminates the repetitive tasks that cost you time and money. This can go a long way towards making your sales training more efficient and effective.
2. Strengthen Process and Product Knowledge
Understanding the siding sales process and your company’s products is essential for communicating with homeowners. Obviously, your team needs to be experts in the products they are selling and the brand you are building. This builds credibility with customers and boosts confidence in the sales pitch.
Start with comprehensive product training. Ensure your reps know the features and benefits of each siding product. They should be able to explain how these products meet different customer needs. You can use real-life examples and case studies to illustrate key points.
Next, focus on the sales process. Break down each step and explain its importance. Role-playing can be an effective way to practice. Create scenarios that your reps are likely to encounter. This helps them develop their skills in a safe environment.
Process knowledge also includes understanding the competition. Your reps should know how your products compare to others in the market. Altogether, this allows them to highlight your unique selling points effectively.
The siding industry evolves, and your team needs to stay current as well. Hold periodic refresher sessions to reinforce key concepts and siding sales training tips for seasonality and other factors.
Strengthening process and product knowledge ensures your team is well-prepared. Now they can confidently address customer queries, leading to more successful sales.
3. Provide Mentorship and Shadowing
Mentorship and shadowing may be the most powerful training tools at your disposal. Pairing new reps with experienced mentors accelerates their learning. Additionally, it provides them with real-world insights and practical advice.
Start by identifying your top performers. These individuals should have a proven track record in siding sales. They will serve as mentors to the newer reps.
Shadowing allows new reps to observe your best reps in action. They see how seasoned reps handle customer interactions, objections, and closing deals. This on-the-job training is invaluable for their long-term success.
Encourage mentors to share their tips and strategies. They should provide feedback and support to their mentees. Regular check-ins are a great way to see how new reps are progressing.
Mentorship programs also foster a sense of community and competition. You want your new sales reps to feel supported and valued. As a result, this boosts their confidence and motivation.
This step can also go a long way in retaining top talent. Experienced reps gain leadership skills and new reps feel more engaged. It’s a win-win for your team.
Incorporate mentorship and shadowing into your training program. It’s an effective way to develop your team’s skills and build a strong sales force.
4. Train Handling Objections and Concerns
Handling objections and concerns is often overlooked in home improvement sales. Customers are informed and will always have concerns and questions. Thus, your reps need to address these issues confidently and professionally.
Start by identifying common objections. These might include pricing, product features, or timelines. Develop standard and proven responses to these objections. Then you can train your reps to use these responses effectively.
It’s also important to teach your reps to listen actively. Understanding the customer’s concerns is the first step in addressing them. Encourage reps to ask clarifying questions and show empathy.
Handling rejections is equally important. Not every sales pitch will result in an easy sale. Train your reps to stay positive and learn from each sales opportunity. Encourage them to follow up with customers who initially say no. Sometimes, a follow-up can turn a rejection into a sale.
Handling objections and rejections professionally improves customer satisfaction. Moreover, it shows that your reps are knowledgeable and trustworthy. It’s one of the best siding sales training tips for building long-term relationships with homeowners.
5. Don’t Forget the Basics
While advanced techniques are important, never forget the basics. Fundamentals like effective communication, active listening, and customer service are the foundation of sales.
Start with communication skills. Train your reps to speak clearly and confidently. They should be able to explain products and processes in a way that customers understand.
Next, focus on active listening as another key skill. Sales reps should clearly understand the customer’s needs and concerns. This helps them tailor their sales pitch effectively.
Finally, customer service should be at the heart of your training. Teach your reps to prioritize customer satisfaction. This includes being responsive, respectful, and helpful. A positive customer experience leads to repeat business and referrals.
You also want to emphasize the importance of follow-up. Train your reps to follow up with leads and customers regularly. This truly resonates with homeowners and keeps your company top-of-mind.
Focusing on the basics ensures your team is well-rounded. As a result, they can handle any situation professionally and build strong customer relationships.
Improve Your Siding Sales with Leap SalesPro
Training is often neglected for siding sales reps. So, new technology has entered the industry to streamline this process and close more deals for your business.
With Leap SalesPro, you can create a seamless onboarding and training program while also providing your sales team with the best in-home sales app to win more jobs. In fact, Leap SalesPro offers the most accurate estimates in the industry.
It’s a centralized platform where you can offer good, better, best pricing and generate precise estimates in just a few clicks. And with contract linking, you can turn your estimates into contracts in minutes without a single line item or detail overlooked.
To win more jobs, Leap partners with financing lenders to provide more flexibility to homeowners. You can even get loan approvals in minutes!
Leap SalesPro is a complete sales solution that empowers your sales reps, makes training more effective, and protects your margins with pricing control. Better yet, you can access the software offline without the need for Wi-Fi!
Equipping your team with the best siding sales training tips can build a winning culture in your business. But you also need the right tools to bring it all together. Fill out the form below and schedule a quick demo to see the power of Leap SalesPro firsthand.
