by Lance Dahl
When it comes to home improvements, because there are so many different products and so much varying information, it can be overwhelming for a homeowner. That’s why when a Callen exterior product specialist visits a potential client’s home and sits down with them, we make education and information a priority.
What we do is to look at the process from your perspective – and most of the time you don’t need a sales pitch, you need information. It’s very easy for us as sales people to want to explain to you what we have to offer. But we find that it is better to listen and ask questions to find out what is important to you as the homeowner, to find out what your needs and wants are, and to be sure that we are the right company to fill those needs and wants.
At Callen, we are a high-quality company and that is how our sales staff works with homeowners. We don’t high pressure you to make a decision. Those companies that do are more focused on the sale than taking care of you.
We understand that occasionally, you may need some time to come into our design center and look at our products and get a better feel for the company. If you need more time, we encourage that. We want you to be happy with your decision and to be happy doing business with Callen. If it takes a little time, that is OK with us.
Don’t get me wrong; a good salesperson will ask for business. That’s important for you to know. Just because we ask for your business, doesn’t mean you are being high-pressured. It’s necessary in order for the process to move along. It’s OK to say yes and it’s also OK to say no. We will ask the proper questions to understand why you are making the decision to say yes or no.
I do believe that Callen provides the best solution for your home improvement needs because we know that you are looking for the best value for your investment. Much of Callen’s business is from repeat clients and referrals that become our clients for life because we give them information, the best products for their situation, follow-up service, and guaranteed workmanship.
At Callen, we don’t just make a sale and you never hear from us again. We want to make sure you are completely satisfied. That is what differentiates us as sales professionals.
In the proper sales process for home improvement, it should be a win for everybody – a win for the company, a win for the person who sold you the product and/or service and, most importantly, a win for YOU, the client.
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