Open 24/7 March/April 2020August 10th, 2021 by Nathan Hobbs
Deploying “Technical Selling”
By Manny Hondroulis
Want to learn how to help sell more commercial jobs? Luckily, this is an area of expertise for me, so this month I am passing on some tips which may help you during your next technical sales presentation.
Prepare a Killer PowerPoint
In anticipation of a client meeting, I research the client and building as much as possible and prepare a simple PowerPoint presentation to help me organize what I plan to communicate. I do not present a “one- size-fits-all” presentation; rather I customize a suite of generic ones with a tailored message to give the appearance that the presentation was created specifically for that client.
After initial meeting introductions, I ask clients questions to understand their pain points. The PowerPoint slide show is then presented to communicate the solutions to those pain points.
I always weave a demonstration or two into the slide show that consists of using any combination of a variety of sales tools including a BTU reader, low-E glass detector and many more.
Samples and Savings
Filmed glass samples go a long way so consider passing them around for the audience to see. If you’re giving a security film presentation, consider smashing a piece of filmed glass, assuming that it is safe and practical to do so. This interaction will help prove to the client that window film works and increase interest level.
In a sun control or all-season film discussion, you may be asked about anticipated utility savings. There are big misconceptions about energy savings as it relates to film, so understanding the topic will create better expectations and increase your credibility with the end-user.
Common misconceptions include:
1) Window film saves energy year-round in our climate zones. Yes, this is usually true with a low-E film but not always true with a standard sun control film.
2) Sun control/all season films have a payback of 3-7 years. This is usually true though it depends a lot upon glass type, film selection, glass area as a percentage of curtainwall, HVAC efficiency, building usage, occupancy rate and utility costs.
3) Energy audits can be performed quickly and with little notice. The goal of any audit is to create a model that reflects the building’s energy consumption accurately within a pre-determined margin of error, such as +/- 10%.
The more tools you use to prove the value of film, the more likely you will increase your closing rate as the client feels comfortable with you and the solutions that your business provides.
Manny Hondroulis is the vice president of Energy Distribution Products in Baltimore.
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