Kenny Chapman coaches a plumbing team on selling with conviction, reframing sales as communicating what you genuinely believe is best for the customer rather than pushing products. He emphasizes that technicians should educate and demonstrate value through professional responsibility.
Hey, everybody, Kenny Chapman here, the blue collar coach, coming to you live from the Pacific Northwest this week. And here I am working with the plumber of the year with service roundtable this week. And you know, there's a reason that Kelly Scholz and his great team won this great award, and this is a phenomenal company. But this isn't about us and this isn't about them. This is about you. And one of the things that I wrote about this week is selling with conviction. Now, please understand, this isn't about religion, period. Everybody says, don't talk about religion. Don't talk about politics. Don't talk about all these kinds of things. Well, here's the thing. When you get to selling with conviction, it's about a belief system. It's about really getting behind what you're talking about. I get that technicians don't want to be salespeople. I work with technicians all the time. Time. You don't want to be a hardcore salesperson. They don't want to push things that they don't believe in. And I don't want them to push anything. I don't even want them to push stuff they do believe in. I just want them to share what they're passionate about, what's best from their professional responsibility to the customer as to what's best for their situation. So when we think about this, Christy and I board the plane Monday to fly up here to the Pacific Northwest and work with this phenomenal organization. And here I start seeing this conversation stoppers and how people block conversation about a certain thing. And I'm kind of looking over this guy's shoulder and trying to see what's going on. Well, then as it unfolds, it's about like, oh, well, conversation stoppers based on what people perceive from the Bible, what people perceive from a certain religion. I don't know what religion it was. That's not what this is about. What this is about is what I'm seeing is how the conversation stoppers happen. I'm not religious. I don't have time. I'm a Buddhist. I don't really go to church. All these things. Well, guess what? People talk about religion and different things like that. And what I want us to all realize is it's not this word. Sales isn't what it's about. It's about sharing your beliefs. It's about sharing what. What you're passionate about with your team. And here you go. Well, Kenny, religion and being service technicians is completely different, and I get that. However, it's about helping People understand a position. It's about helping people understand a belief. Here I'm looking at this book and read the article because I speak a lot more about it in there than I'm going to here. But when you look at this, sales is communication and technicians have a hard time labeling it that way. That's why this week I wanted to blow the top off of this thing and go, look, communication is everything. Educating people about your position, your belief, your understanding what you think is best for them is critical. I've been doing ride alongs with this great company all week and seeing technicians talk about the fact that it's my professional responsibility to be very thorough and in my professional, you know, perspective, this is what I think might be best for you and your situation. Because members of mine go watch the Power of Because. Right? That's what it's all about. Okay? If you're not a member, get on it, get started. But beyond that, it's about just sharing information. Regardless of the platform. We all get on this kick about, oh, car salespeople and this and that. It's not about that, it's about us sharing, sharing what's best for our customer based on our professional opinion. I know the team members at CPI get it as I'm still wearing the shirt. And check this out. Where's that? Oh, look at this. Oh, Kenny got some poopies on him. How about that? Yeah, I've been out there grinding it, looking at it, seeing how I can help this great company, seeing how I can help tech so I can bring more information and share with all of you, my faithful followers. So thank you for being part of our team. Thank you for being part of our list. Reality is, if you have conviction about what you do, if you have conviction about what you sell, if you have conviction about helping people, you're in the right place at the right time. Demonstrate the value. I'm Kenny Chapman, the blue collar coach coming to you this week with the Freedom Friday focused video version of Conviction with Selling from the Wet and my hair is all jacked up. I've been in the rain all day in the Pacific Northwest as I shoot this video for you to come out on Friday morning. Have a better than fantastic week until we talk again.
