Six Steps to Becoming a Great Showroom Salesperson
Alan Donahue of Falk Plumbing Supply provided these top 6 must-do tips of a successful showroom salesperson.
1. Listen, learn and imitate.
Success at our company has come from listening to company founders and management like Mr. Kleinman, who challenged staff to stay informed and read as much as possible. Kleinman also challenged staff to have a clean desk. “It takes a lot of discipline but I made that my goal. I decided, if he can do it and he runs this organization, then I’m going to do it.
2. Stay focused.
Stay focused – even when you feel like you are “flying by the seat of your pants.”
3. Don’t let the job take control of your life.
When you walk out the door each day, leave it, whether your desk is clean or not, because if you don’t come back refreshed, bitterness and burnout results.
4. Build rapport.
You build rapport with a customer by taking really good care of them. I’ve been doing it for 30 years and it can take a while. Probably won’t take 30 years to do it, but it’s one of those things that I think is extremely valuable. And I am now seeing the second-generation contractors that when I got into the business were apprentices of some of the big plumbing contractors. We built that relationship with them and it has evolved.
5. Every customer deserves excellent service.
It doesn’t matter if the customer is buying $5 worth of merchandise, $500 worth of merchandise or $5,000 worth of merchandise. You treat them all with the same high level of service.
6. Solve problems.
We are here to be problem-solvers for the customer and help them work through their budget. All of our builders will have a budget for a job. Most of the time it’s realistic …sometimes it’s not.
Other Articles in this Series
This article appeared as part of the feature story in the June / July 2021 print issue of Southern PHC following a visit with Falk Plumbing Supply at their showroom in North Little Rock, Arkansas. Read more from the feature about their showroom success in the articles Falk Plumbing Supply – Showroom Success and How to Find Qualified Showroom Staff.