Effective Shed Sales Often Come Down to Work Ethic and Effectiveness
What’s the main reason shed lot salespeople fail to close deals?
I’ve always found it intriguing to hear the explanations from shed lot salespeople and dealers on why they aren’t able to close sales. I wanted to gather actual data on this topic, so I ran a test online. Many of you reading this may share similar frustrations or insights about why closing deals on sheds or portable structures can be so difficult.
One manufacturer didn’t hold back, saying:
“The dealer (isn’t good).”
When I read that, I thought, “Oh, man, someone’s not happy.” But once I asked for more details, I got the full story—and I have to admit, he made a valid point:
“100 percent the person. We have had dealers with prime locations that can’t sell anything. And our No. 1 dealer has a horrible spot but sells a million worth a year. We started a girl with no lot, online sales only, and she is our No. 2 or No. 3 dealer every month.”
This really made me think—why hasn’t this been shouted from the rooftops? Across the United States, millions are invested into prime shed lot locations, often with the hope and prayer that a half-trained (if that) salesperson will somehow sell a million dollars’ worth of sheds.
The same manufacturer continued:
“If I give you 100K in lot inventory at a prime highway location and you sell one building in 18 months and it gets repo’d, you (aren’t good), LOL. I’ve had one like that. Sent pictures to my other dealers, and his lot was sold out in three months. Some people are not trainable, and customers don’t trust them once they meet.”
It’s a harsh perspective, but one shared by many in the industry. This issue affects every consignment shed manufacturer in the country, as well as dealers trying to make a living—often while balancing multiple locations. While I agree that some people may indeed be “untrainable,” I wouldn’t throw that statement out as a blanket truth. I’d say if someone isn’t hungry to learn, then you’re wasting your money trying to pour training into them.
The reality is the work ethic in America has changed. I recently saw a poll showing that today’s youth are more interested in becoming online influencers than in securing a steady job.
Another industry voice shared a different perspective:
“Practice and research would be the best ways to get better. I’ve been practicing sales for over 20 years, started sheds about seven years ago. So, I already had some experience. But if my DSM or anyone else thought, ‘He (isn’t good),’ then I wouldn’t be where I’m at. A little help and guidance are all it took. Not everyone is trained the same way, or properly. No one is good at riding a bike without practice. To say the dealer (isn’t good) just hits wrong in my head. That provides zero encouragement, excitement, or the need to improve. Guess it might be more of a personal thing, but this answer doesn’t sit well with me.”
Clearly, there’s high emotion on multiple sides of this debate. Another comment put it simply:
“Gotta be hungry. If you’re not motivated to work at any job, you’re worthless.”
The challenge is that you can interview someone and hear them say they’re “hungry” and “love money,” but in today’s shed industry, money isn’t always the ultimate motivator. I believe we must set an expectation for our customers that we’re hungry to earn their business—by delivering both a high-quality product and a high-quality experience.
When both are delivered, customers understand that, yes, you’ll pay more for the Ferrari than the Nissan Altima.
THREE KEYS TO CLOSING MORE DEALS
If you’re asking, “How do I close more deals at my shed lot?” I would break it down into three areas:
- Preparation—A knowledgeable, trained salesperson with a clean, orderly lot.
- Professionalism—Walk the client through the experience without shortcuts: meet and greet, discover their pain point, work together for the solution, present the sale, overcome objections, and close the deal.
- Persistence—You won’t close 100 percent of deals, but persistence is key. Many salespeople believe they’ve “won” the customer’s loyalty after a couple hours together, but if that customer walks off your lot, your chances drop dramatically. Sometimes closing means calling them as they’re leaving to offer another option in different wording. If they don’t buy from you today, odds are high they’ll buy elsewhere within one to two days.
At the end of the day, if you want something out of your investment, you must put in the time and effort. And, finally, I hope I saw you all at the Shed Sales Summit in Knoxville, Tennessee. This event was vital for our industry, and I hope you invested in yourself by attending.
