What Makes a Top-Notch Salesperson?


Salespeople are the backbone of the pool and spa industry. Without sales, what is there to build or service?

That said, every salesperson is different — think of a used car salesperson versus a Lexus salesperson. The goal is the same, but the path to getting there is quite different for both sides. The same is true of pool and spa sales: everyone does it a little differently.

So what makes a great pool and spa salesperson? We asked for your thoughts in a recent Facebook discussion; take a look at just some of the answers below:


"Dedication. Drive. Thick skin. Someone who is not afraid to ask for the sale. A numbers driven person. Someone who is competitive. More than anything, though, a top-notch sales person is someone who can relate to people and be relatable. People buy things from people they like."
                                                                                                                                       —Steve Goodale
                                                                                       SwimmingPoolSteve.com | Ontario, Canada

"1. Qualify. 2. Presentation. 3. Handle objections. 4. Ask for/close the deal. 5. Follow up."
                                                                                                                                       —Barclay McIvor
                                                                                       Arctic Spas | Regina, Saskatchewan, Canada

"Someone who can build trust quickly, locate the real pain/pleasure needs of the client and sell them on how your company can solve those needs (or find out if we are not a match). This requires product, company and industry knowledge as well as a kind but assertiveness that gains a sale quickly or moves on quickly."
                                                                                                                                       —Mark Jeffery Lilley
                                                                                                                         LilleyPadPools | Chico, Calif.

"Sincerity. The ability to create and maintain a healthy relationship. Stability, so that the customer knows they can come back to that person and correct issues that may arise down the road."
                                                                                                                                       —Lorenzo Villa Jr.
                                                                                                               JB's Pool Service | Upland, Calif.

"Knowledge and the ability to close."
                                                                                                                                       —Eric Honeyman
                                                                                                    Honeyman Pool & Spa | Wichita, Kan.

"The ability to convince them that not only have you got the best product on the market, but that you are their friend before, during and after the sale. Sure, people are always worried about the price and the “deal,” but you can get them to spend a lot more money if they like and trust you. Being funny and loosening them up during the sale presentation helps a lot, too. Try hard to get their budget out of them early. Then, you can up-sell them a few thousand dollars extra by pitching upgrades that other companies don’t have and that are unique to you. People love stuff that is unique."
                                                                                                                                       —Reg Spaslinger
                                                                  Arctic Spas Langley | Langley, British Columbia, Canada

"Someone who can commit to long term goals and convert them into daily action."
                                                                                                                                       —Josh McCarthy
                                                                                                                McPools, Inc. | Bradenton, Fla.

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