Episode 162

2/1/24

Topic: Get the Most Out of a Selling Technician

Guest: Patrick Quigley, president of Sales Training by Design

Click here to listen.

Click here to watch.

In this episode we discuss:

• Our sponsors Coalmarch by Workwave and PestSure

• PMP Industry Insiders Peer Groups

• Types of technicians and how they're different

• "Drop-dead pests" and the role they can play for selling technicians

• What to do if you only sell over the phone

• How a selling technician differs from a regular selling role

• How much to pay selling technicians

• What to call this position

• How to identify who would make a good selling technician (personality, personality, personality)

• Pay structures for selling technicians based on "what if scenarios"

• How incentives can affect selling technicians' performance

• Why you need a training process and where to start

Resources mentioned:

• PMP Industry Insiders Episode 50: How to Supercharge Your Sales Effort

• PMP Industry Insiders Episode 99: Selling Strong, No Matter the Market

• PMP Industry Insiders Episode 63: How to Get Your Techs to Sell

Notable: "From a commission perspective... I wouldn't pay anything less than what you'd pay the lowest tiered salesperson." —Patrick Quigley

Like what you heard?

Rate and review us on Apple.

Tell a friend in the industry.

Subscribe on