On Tuesday, April 13, American Rental Association (ARA) members in Georgia learned the essentials for taking the performance of their sales teams to the next level.
A blended in-person/online event, “Coaching Your Team To Higher Sales,” was hosted live at Northside Tool Rental, Marietta, Ga., and simultaneously online via Zoom.
Following a meal and facility tour, guest speaker Jeremiah Wilson of Listen Force provided insight on fine-tuning a company's approach to leading its team to higher sales. Attendees heard real secret shopper calls with rental stores along with Wilson's advice on ways to improve results and maximize opportunities on each call.
Wilson’s presentation touched on ways to connect and build rapport with customers, and how to better listen, determine needs, build credibility and handle objections.
“It was a great night for the ARA of Georgia,” says Brian Corrigan, owner, Macon Tent Rentals, Macon, Ga., and an ARA of Georgia board member. “Jeremiah did a phenomenal job of providing the nuts-and-bolts tools that every sales team must have. We are not just 'order takers' but also service providers, personally engaging potential clients with the end goal of closing the deal while assuring clients of personal and attentive service. As a business owner, shame on me for assuming my people are applying the skills that Jeremiah provided simple reminders about. Now my team can apply those skills because of the investment the ARA of Georgia, with the support of ARA national, has made in high-quality and first-class networking and educational programs such as this one.”
Karen Alcock, CERP, partner, Classic Tents & Events, Norcross, Ga., agrees that the program was time well spent. “It was a great meeting and always a good refresher course, no matter how long you have been in sales — well worth the time invested,” she says.