28 Jan '13, 9pm

How to sell #energy efficiency home features, from @EcoHomeMagazine: #green

- Train your sales staff to talk about the whole house as a system. “Salespeople aren’t going to sell energy efficiency until they’re comfortable talking about it,” McKown said. “They won’t talk about high-performance windows if they don’t understand high-performance windows.” Ideal Homes operates continual training and conducts weekly role-playing sessions where employees play the part of potential customers, the team watches the interaction, and the session is discussed as a group to identify potential improvements. Taking it one step further, McKown also sends out mystery shoppers to sales meetings, who pose as potential customers and are armed with hidden cameras to record the interaction. This video is then reviewed with the salesperson.

Full article: http://www.ecohomemagazine.com/news/2013/01-january/energ...

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