How to Train Your Sales Team to Sell More Stone Veneer

In theory, selling stone veneer is like selling any other product — but in practice, it requires a healthy amount of product knowledge and an understanding of stone veneer-specific needs and objections.

At Casa di Sassi, we’ve been selling manufactured stone veneer for over two decades, so we’ve learned some critical lessons. Read on for our best distributor sales tips for helping your teams sell more stone veneer.

Strategies to Boost Stone Veneer Sales

When it comes to selling stone veneer, there are certain sales tactics and approaches that work better than others. Customers want to evaluate which stone veneer products might fit their projects best, so be ready to discuss everything from shape and color to budget. In particular, stone veneer customers value relationship building and product knowledge, so your sales team will want to focus on those elements.

Build Product Knowledge for Maximum Sales

If there’s one secret that allows you to sell more stone veneer, it’s deep product knowledge. The more your sales reps know about veneer, the more helpful they’ll be to prospects. Your sales team should thoroughly understand the benefits of stone veneer, specs for all the stone veneer profiles you sell, and common stone veneer projects.

At Casa, we recommend holding stone veneer sales training sessions to teach your reps about our products. We’ll provide you with all the resources and industry knowledge you’ll need to equip your team!

Follow Up Promptly and Consistently

Any sales rep knows the importance of following up, but we need to emphasize the role that following up plays in stone veneer sales. Because manufactured stone veneer has technical and specialty aspects, many prospects can be overwhelmed during the sales process. They might have a lot of questions that they don’t know how to ask, or they might suffer from option paralysis.

When your sales reps follow up promptly, they’ll be able to keep the conversation going while the prospects’ needs and concerns are still at the front of their minds. And in an industry where customer service is so vital, following up also demonstrates that you’re prioritizing your prospects (and their time).

Address Buyer Objections Effectively

Stone veneer comes with a unique set of buyer objections, so it’s critical to know the most common ones and how to respond to them. Objections commonly revolve around product quality and durability, price, installation and damage. The answers to these objections will vary depending on the exact type of veneer you’re selling. (When you sell Casa di Sassi veneer, we’ll help train your team on all of our products so you can easily counter these objections.)

Leveraging Casa di Sassi Materials to Support Sales

In addition to our customer support, we also provide our distributors with supplementary materials and resources to help you sell more stone veneer. Our Product Catalog and Profile Brochure provide handy information about product dimensions, available colorways, aesthetics and more. We can also connect you with additional knowledge and resources as needed.

Become a Distributor and Grow Your Stone Veneer Sales

As a distributor, you deserve a supplier that understands your needs — one that’s readily available to answer your questions with best-in-class customer service. At Casa, all of our distributors are true partners, and we maintain close relationships with each and every one of them. Register to become a distributor today and experience the Casa advantage for yourself!