Accessorize: How To Get the Most From Training
How to Sell Accessories
“You just bought a $1,500 kite, yet you’re reluctant to buy a $30 ball of string to fly it?” I offer that up only half-jokingly. Depending on the temperament of your customer, sometimes all it takes to shake accessory dollars loose is a comic example like that one.
Talk to your peers about what works and why. Any time you have a group of 15 to 20 dealers in the same room, I guarantee everyone is going to learn something. Pay attention, take notes and try the new approaches when you go back to your shop. Regardless of how you decide to pitch accessories, assume that the customer is going to buy the items necessary to make the core product as enjoyable as possible.
This is where many students slip. For several weeks after the training, students should practice what they learned or risk losing most, if not all, of the subject matter. Apply what you’ve learned. That’s the best way to reinforce the knowledge gained from the training.
And That’s Not All
One of the most valuable benefits of formal group training at a manufacturer’s training center is often overlooked. I’m talking about networking. When you attend training at a manufacturer’s headquarters, learn “best practices” from colleagues working in different parts of the country. It’s a chance to make lifelong friends and gain allies with whom you can compare notes in the future.”
Russ Hoffman has been training CE professionals for nearly twenty years. As education and content development manager for URC, Russ trains hundreds of professional home control installers each year and creates the materials for URC’s online virtual classroom (URC University) and other proprietary outlets.