Chapter Highlights

• 00:25 - Figuring out customer wants and needs
  “Everybody has the things that are important to them.”
•  02:46 - Sharing the SUNDEK difference
  “I ask if they’re familiar with SUNDEK as a company. That gives an opening to explain how we separate ourselves from our competition.
• 03:50 - Communicating well with customers
  “You’re not going to go in and talk to every single person the same way. My wife always says, ‘You have to be a chameleon.’”
• 08:23 - Gaining knowledge as a sales representative
  “I had to go in and work in the bucket for a few weeks…and I learned more in that short time about the process and products than in the entire time I’d been in production.”
• 11:13 - Following up with customers
  “I try not to come across as pressuring them, but I let them know I’m there should they need anything.”
• 12:19 - Staying motivated
  “the drive comes from my family. My wife and kids—knowing what I’m doing it for. The support system comes from everybody around me.”
• 15:07 - Asking the right questions
  “Depending on what the customer says will lead me into another question or series of questions, but that is the core that leads me down that path of where I need to go.”
• 20:27 - Overcoming objections about price
  “‘Investment’ is a key word to people because it makes people think differently about the money they’re spending.”
• 23:50 - Evaluating customer interactions to improve future conversations
  “When you don’t have the right response, go back and figure out how you could have said it better. Then move forward with that.”