From Tech to Salesperson: Building Trust in the ICT Industry

Send us a text

Tim Carroll joins Chuck to share expert strategies for technicians transitioning to sales roles or starting their own low-voltage businesses, providing practical wisdom from his 25 years of industry experience and his book "Sales by the Book."

• Everyone is a salesperson, especially technicians who represent the company to customers
• ICT sales differ from other industries due to complex channels involving consultants, architects, contractors, manufacturers, and end users
• Avoid "product dumping" and focus first on discovery to understand customer pain points
• The four anchors of successful sales: persistence, patience, integrity, and attitude
• Sales professionals need thick skin and should understand "no" often means "not yet"
• Build your personal brand based on integrity and consistently delivering on promises
• Warm referrals produce better results than cold calling
• Network with adjacent trades like electrical contractors, office furniture companies, and real estate managers
• Use storytelling to demonstrate how you've solved similar problems for other customers
• Technical knowledge is a significant advantage when complemented with good sales skills

If you enjoyed this episode, please subscribe on YouTube, hit the bell for notifications, and give us a five-star rating on your podcast platform of choice. Check out our website to schedule a 15-minute consultation or purchase a Let's Talk Cabling challenge coin.

Support the show

Knowledge is power! Make sure to stop by the webpage to buy me a cup of coffee or support the show at https://linktr.ee/letstalkcabling . Also if you would like to be a guest on the show or have a topic for discussion send me an email at [e-mail]

Chuck Bowser RCDD TECH
#CBRCDD #RCDD