Stop Selling Installations - Andrew Acker - Schluter Systems

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What is it that you actually sell as an installation contractor? If your answer is installs, you are dead wrong. That is what you do but it is not what you sell. You are selling a solution to a problem that someone has and providing them with value. Think about it, if you had a $100 bill in your hand, what would you trade it for? The value of the proposed trade would need to be worth more than the $100 bill or you wouldn’t make the trade. How can you present value to your prospects beyond the fact that you can install something?
Andrew Acker is the Director of Education for Schluter Systems and has been with them for 27 years. Previous to that he was a C54 licensed contractor and tile setter for 20 years. Andy also sits on the bored of directions for the Ceramic Tile Education Foundation. Part of being the director of education for Schluter involves Andrew creating content that empowers contractors attending workshops to be better positioned than their competition in their market. This comes in the form of providing value behind using the Schluter name such as receiving a comprehensive warranty, products that provide solutions to common installation issues, or getting the contractor up to speed with industry standards to allow them to provide quality installs that last a lifetime.
Listen in to this week’s episode of the Floor Academy podcast as Andy and I discuss why you have to stop selling installations and learn how to solve problems by presenting value beyond an exchange of goods for money.
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