salesman advice

[krisg]

My husband started training today with a Champion Homes retailer. This is his first sales position. Do you have any advice for him with regards on what to expect or any tips of the trade? My husband is very personable and he has great hopes for this opportunity. I'm a concerned wife who wants to make sure the mortgage gets paid. Thanks.

[rmurray]

The total process of selling manufactured homes is quite complex and new folks can feel overwhelmed....I have no idea about Champion Homes training...but hopefully he will take advantage of all there is....Product knowledge...finance knowledge...local government rules and regs can be all extensive..

A couple of things that are important for any sales person....NEVER lie...not to customer..bosses..sales team members...above all yourself ...all it will do is get you into trouble..

Best approach is to UNDER-PROMISE AND OVERDELIVER...makes for very happy customers..who will help you sell others in the future..

Thankfully for your husband...customers are very comfortable with new salespersons...they will give him the benefit of the doubt...they will be tolerant of his lack of knowledge if he is honest..If asked a question he does not know the answer to...answer should be.."I do not know...but I will find out and get back to you"...Do not make things up to sound like you know more than you do..

Do not be afraid of rejection...He will hear scores of NOs before he hears 1 yes...Do not allow the NO's to get you down..Nobody sells everyone..

Do not be afraid to ask for help...that is the managers most important job..

Be patient...home buyers often take a long while deciding on a home..Like real estate sales it will be many months before he reaches near his potential...

Best of all...this is a great time to get into the industry...there has been a few years of hard times...but things are changing for the better fast right now...With hard work...long hours...he can make a very substantial income..

Wish him good luck from me..

[krisg]

Thank you so much for your input! He will have a couple of weeks initial training and professional development periodically. He is a genuine person and the company recognized that when he was hired. He has the ambition to do a great job, but it seems like it will take a while to reap the benefits because you can't sell and close overnight. It looks like his coworkers have done well for themselves. I need to learn patience. Thanks again.