Sales training and prospecting tips from the amazing sites I witnessed while watching window installers work on my home. I recently had new windows installed and as I watched what happened I saw some fantastic sales prospecting techniques that just happened naturally because of how prospects think and act. Forget the classroom sales prospecting skills you learn in courses, I saw a steady stream of sales prospects that would fill any salesperson’s diary and make their goal for the month. I am now adapting these techniques with my work sales teams and you can fill your journal or increase your small business sales by doing the same.

The front of my house is on a busy street that leads to the local shops and throughout the day many people walked by and saw the two guys installing my new windows. I saw people slow down and stop to look back at the house and the work being done. Some took the contact details from the side of the window installer’s truck, and many others stopped to ask the guys questions about windows and prices for repairs or renovations. I have to admit, I cringed when I heard the window guys respond to these passing sales leads. They were excellent window installers, but not salesmen.

What I learned was the power of marketing that created this situation. This was much more effective than expensive television or newspaper advertising. It triggered a reaction from anyone passing by who had the slightest need for the guy’s services. This was a salesperson’s dream, prospects lining up to speak to someone. It got to the point where it kept the guys from working and they didn’t have time to deal with all these people. What a waste of sales leads, I bet there are home improvement direct sales people working all month to get that many leads, more on that later.

There are several reasons these prospects stopped and talked to working window installers, and within these reasons we can find valuable prospecting and sales training ideas.

The main reason people felt comfortable was that someone else took the first action and decided that these professionals were the ones to contact and hire. So, prospects follow someone else’s first action.

Another reason is that these were working merchants, not sellers. When a window salesman knocks on your door, he is doing it for his benefit. When you stop a guy who works on the street, you’re doing it for your benefit. Imagine what a salesperson could have done with all those leads.

Buyers will always take the easiest action. What’s easier, looking through ads, directories and the internet and having to make a decision about which company to contact. Then talk to someone in a sales line and wait to be ambushed to set up a sales appointment or even a sale. Or stop in for a casual chat with a guy who works who can see that he really knows what he’s talking about? If I wanted information and advice on installing new windows, who would I talk to? A guy in overalls who adjusts the windows every day or a savvy salesman who knows more about the credit contract than the windows? So what sales training lessons can we learn from the actions of passing sales prospects and my window installers? Without knowing your line of business, it’s hard to give accurate sales advice. But consider the following ideas and think about how you might adapt them for your sales role.

If you were a salesperson for the company my window fitters worked for, how would you like to get your hands dirty and spend some time with the guys who fit the windows? Put on overalls and talk to every prospect who walks by and wants information. From what I saw outside my house, I guarantee you will fill your sales journal.

Small business sales can be boosted by motivating all of your frontline staff to sell. Set up a rewards plan and provide each member of your staff with informational and sales brochures. Offer them a lead pad to take details of any potential sales opportunities and reward them for each sale they generate.

Salespeople are perceived to be doing their job and contacting people for their own benefit. People working in non-sales roles are considered to be able to offer information that will benefit the buyer. If you are a salesperson, how do your prospects perceive you? What can you do to be seen as someone who can benefit the buyer, and how will you get a queue of prospects wanting to talk to you?