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I’ve been working on my sales skills (been telling you this for a year now).
After looking at the job, taking some measurements, I like to sit down and work out the details and give a price if I can on the spot. The best place for this is the kitchen table. Pleanty of room, we can all sit there and look at samples or catalogs.
The problem is, if I say “Why don’t we sit down at the table and go over the details.”, the client freezes up. Instant panic. I’m sure they’re afraid I’m gonna try to sell them something. They’re right I am…but they don’t need to worry, I’m bad at it.
I need to go over the different types of roofing, the different options in hand rails, What types of windows they want. And without looking at some pictures, they won’t know what I’m talking about. Sitting down and going over details is good for them. It lets them get the project they want.
Sitting down, also lets me price each part of the job. That means We cn discuss options using real figures instead of “That’s alittle more expensive”.
For your seasoned sales pro’s: How do I get the customer to relaz? I’m easy going, got a sense of humor (at least I make myself laugh), low pressure. But still I strike fear in the hearts of the home owners.
For you “customers” from Cooks Talk, Knots, etc: What am I doing to scare you?
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Now don't get me wrong, but is bathing an issue? Do people generally try to keep you away from food prep areas? Just asking.
SHG
*Good one SGH !!Hope you don't this non cook (I do hot dogs, oodles of noodles and yes, Microwaves are my friend.) from jumping in. You know you are going to sell them something. They know you are there to help them buy something. Well of course they want to see your samples! "Do you mind if I set these samples here on the table where we can all look through them?" Here's a thought.. I think the panic may actually be a control issue. Try "giving" them control by asking permission to sell to them.... something like "Do you mind if we sit down so I can.... work this up for you .... or .... help you figure this out" Of course you will also set out your order forms and other presentation materials at the same time. Have you read through the presentation stuff Rick sent? Ken
*Read it?, I think I could recite it.
*Their "panic" might be from being confronted with an unexpected situation; they didn't anticipate that you'd go into this on the spot.Perhaps you can grease the ways by mentioning at the beginning of the call (and/or when the apointment is made): "We'll take a look at the [whatever], do some measuring, and then sit down and go over some details so I can be sure of having the information I need to get you the best quote."Then, when you get to that point, make it a question: "Can I borrow the kitchen table here for a few minutes while we look at some samples and think about some of the details."Bob
*Ryan et all, it is easier discussed over the phone (the people that purchased the kit have my toll free number)but let me try through this post to help. I would have to know what you carry in with you. I always carry a catalogue style brief case which holds my 2 binders, picture book and contracts, forms, credit apps etc. This way I never have to leave the table once I sit down (Yes I have incredible bladder control) when I walk in People lead me to the kitchen table, where I leave my case on the floor next to the chair I'll be sitting in. They can plainly see that I have things to show them so we need the table.If you walk in with a clip board they assume you are just taking measuremeants today and will come back. What you can do after the measurements - warm up, is ask them if they have time for you to figure this out now or would another day be better. You don't want the wife or hubby to leave in the middle of your presentation to go get the kids or go to a planned event. You can then go out to the car/truck and get your case. Remember that the other company probably came, took measurements and left so a precident as been set. Of course, you and I will save him the trip back since it will be sold now.I have never had a problem getting to the table. Once in a great while I'm invited into the living room and I immediately recommend the kitchen where we will be more comfortable.In 99% of the time, if you are having a repeated problem in the presentation there is something your are doing that is creating that reaction or situation. You need an outsider to go with you and see what it might be. (for a large fee, a good steak & bottle of wine I could be there next week):-)I'll have a newsletter sent out to you. This one features an article titled "Who needs to know what and when they need to know it".It might help explain what is going on in each person's head during the presentation. It should be out next week. No charge. Who ever wants one free can email their address to me [email protected] or send a fax to 248-336-2275. Hygene is important especially breath. I'll send you mints!
*Rick, You may be right. I leave my sales stuff in the truck because I want to show up with very little and not look too much like a salesman. I then find some detail we need to discuss, say that I've got some pictures of what I'm talking about in my truck and I'll be right back. I'll start preping them on the phone by mentioning that after we look at the project, We can sit down at the kitchen table and go over the materila options and construction details so I can come up with a price.By the way Rick, I sold my second job in the first visit. Still haven't gotten your system fine tuned. It will probably take me the 19 years it took you but I'm on my way.Small job, roof over deck 35x10. I actually missed a couple of items because I'm still green and I'll be making less than I had hoped but still not losing my shirt on it.
*Hey Ryan, glad you sold a few. It takes repitition to get tweaked and for you to get comfortable. I can assure you that the payoff is there. Just for the sake of accuracy let me give you some time lines. Now remember that I did not know what a 2x4 was. I almost went broke the first 6 months. The second six months the light bulb got lit do to frustration and determination. The next year doubled my income. The year after that was a fifty percent increase and by the fourth year It was like I hit the lottery. I spent the last 15 years enjoying the benefits of learning and mastering the sales system. It is funny how things work. Just yesterday a siding trade came to me and wanted to talk about getting trained for sales. He is my age and bummed that his financial accomplishments are behind mine. I'm not bragging its just that sometimes frustration can be a great motivator toward determination.Stick with it. Use a so called bad lead to practice extra hard. Ask questions that make you uncomfortable you have nothing to loose anyway.
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I've been working on my sales skills (been telling you this for a year now).
After looking at the job, taking some measurements, I like to sit down and work out the details and give a price if I can on the spot. The best place for this is the kitchen table. Pleanty of room, we can all sit there and look at samples or catalogs.
The problem is, if I say "Why don't we sit down at the table and go over the details.", the client freezes up. Instant panic. I'm sure they're afraid I'm gonna try to sell them something. They're right I am...but they don't need to worry, I'm bad at it.
I need to go over the different types of roofing, the different options in hand rails, What types of windows they want. And without looking at some pictures, they won't know what I'm talking about. Sitting down and going over details is good for them. It lets them get the project they want.
Sitting down, also lets me price each part of the job. That means We cn discuss options using real figures instead of "That's alittle more expensive".
For your seasoned sales pro's: How do I get the customer to relaz? I'm easy going, got a sense of humor (at least I make myself laugh), low pressure. But still I strike fear in the hearts of the home owners.
For you "customers" from Cooks Talk, Knots, etc: What am I doing to scare you?