With fall home tours right around the corner and a busy summer homebuying season underway, a solid sales strategy is front of mind for all areas of the housing industry.
Nearly 100 members came to the latest installment of our Members Only event series. This quarterly event connects members both new and old in a casual environment in addition to an insightful panel discussion on a variety of topics aimed at helping to grow their businesses.
Last week’s event, hosted at Forgotten Star Brewery in Fridley, gave attendees an opportunity to learn from top sales experts in the industry as they reveal proven techniques and innovative strategies that drive success.
The panel of speakers included Carole Griffith, with McDonald Construction; Jen McAlpin, with McAlpin Marketing; and Mike Kerrison with Pella. The discussion was moderated by Housing First Minnesota’s VP of Brand Partnerships & Sales, Kate Gunderson.
The group began their discussion by going over what they each believe makes a successful sales strategy when working in the housing industry.
“We’re in the people business, not the window business or the building business… It’s about people. And if you understand something about that, then the tools will follow,” Kerrison said.
“We’re so excited to sell what we’re selling; that we forget to close our mouths and listen. It comes down to understanding your client’s needs and then trying to get what you’re selling into that need without compromising anything,” McAlpin added.
Throughout the discussion, each panelist described how they have developed their unique sales playbooks. That includes, according to Kerrison, looking to your competitors.
“I was astonished at how staunch our competitors were. And, quite frankly, how good they are. But I think we [Pella] is better,” he said. “And so, our job in sales is to prove that.”
At the end of the evening’s discussion, the panel was asked to share advice to individuals new to the sales environment.
“Show up authentic. Be interested, not interesting.,” said McAlpin “It will come organically if you show up and love what you sell.”
“If you show that you care about the customer in front of you and follow through on what you say you’re going to do, I think you’ll be surprised at the results,” concluded Griffith.
Want to be at the next Members Only event? This is a quarterly event series, keep an eye out for more information on the next installment!
Check out the events calendar to see other upcoming association events.
