I'm Curious About Salespeople???

DasGootch

I sell HVAC for a large company.
I do rather well givin the margin for error for in home quotes.
I know if I screw up, I do not get paid or the job does not get done. That has become far I few I assure you..I'd starve if not.

My question is,
.. what would a good HVAC residential company compensate for a great salesperson? How do they hire and train their own sales people?
My first year (summer) in southern AZ generated me 50k, and I sold $450,000 in labor and materials. How do I hire myself out as a sales rep?

Thanks for any input, everyone have a great Holiday!!

john elliott

It's not clear whether you are looking for a job as an employed salesperson, or as a free-lance.
Whichever, I am sure that the companies working in this field will already have pay and commission rates, and you need to be approaching them directly in order to find out.

I don't wish to be uncharitable, but your written English isn't all it could be, and if it is a question of filling in application forms or writing letters etc you might want to have someone else proof-read them

John

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Ed the Roofer said "John too, in his crass and blunt demeanor.............."

Pete M

That statement means absolutely nothing to a savvy businessperson. There are too many variables involved. That IS NOT how to sell yourself or your value to a company.

Now, try it again. Let's see how you sell. Here's a hint. Don't "ask" how you would be paid. Instead, demonstrate your value and tell them what you want. The more value they find in YOU, the better the investment for the business. Define the problem or challenge that a business has and how YOU can be a part of that solution for them. Put yourself in their shoes. You have to show them their problem before they entertain your solution. Isn't that how you sell to homeowners? This is just another sale, isn't it?

A smart contractor will pay you mightily - but here's the catch... You have to demonstrate how they would be getting something with you that they not be getting otherwise and that it really costs them "nothing." Take away their fears. Can you do that?

Look at their big picture. What's in it for them? What's their payback? How is what you offer, good for their company? Don't just say it - believe it!

When you can do that, you'll get what you want. If you can't empathize with a business owner or manager to sell "them", then why would they believe that you can sell to their customers? Make sense?

If you want to sell yourself to a businessperson as an ongoing revenue-generator for his/her company, you have to learn to think like a businessperson. You'll get a lot more attention and respect that way.

That's the reality.

BreyerConstruct

Good advice there Pete,

Thanks for your input & involvement in the forums!
~Matt

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mseneker

I'm a fairly new business owner. I've found when I hire people I want to have a good feel for their productivity level ability. In other words, can whatever you produce pay for itself and generate a profit of the company at the same time. Seems like a no-brainer to hire you if you could pay for yourself and create a profit for the company at the same time.

What I sometimes later find is that I miss judged the person I hired and start to think they are here at the company just to pay for themselves. No point in me hiring someone who does not also "pay" part of my wages to run the business.

Agree with Pete, sell what you can do for the company and how you are able to add profit far beyond that.

Do you have experience to bring to the table, new ideas you learned at a competitor, ability to work smart and handle more work, understand the big picture in business, are self-driven and often find ways to improve the business before your boss does. Do you find problems before they occur. More importantly, do you have a skill the business is looking for that is not already part of it's arsenal of skills. Are you enough of a salesmen to convince a business owner that your are what the business is lacking (in a nice way).

I had a guy stop me at the gas pump when he noticed the sign on my truck. He had just moved to town to be closer to where he was born. He asked about business and then made a few suggestions about on-line resources and government programs I might look into to grow my business. If I could have afforded him, I would have asked him to join me for an interview. But then again, could I have afforded not to hire him. Time will tell.

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woodmagman

Man....this needs to be tattooed to the forehead of every small contractor.....
This is what the new tradesman need to understand coming into a very volatile business........