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Had an idea. Some of here have had “organized” sales training, and some haven’t. As a help to those who haven’t, and a refresher to those who have, how about a sales primer. Sorta like the weekly sales pep-ralleys I had to sit thru. I’m not claiming to be an expert, or even play one on T.V., but I can repeat info that’s been beaten into my skull thru repetition. Basically that’s what sales training is! I thought each “subject/thought/wives-tale” would be it’s own thread, with everyone commenting and disecting it to see how accurate it is and how it may or may not apply to contracting. Participation will be needed for this to work. Here goes……
Sales Primer No. One….Ask for the Sale. That’s it. The biggest secret to closing the deal. Depending what sales course I’ve been on/in….it something like 60% to %80 percent of all sales calls end WITHOUT simply asking for the sale! Not even getting into the various situations to which the various closing methods could apply, a simple…I can do this for this amount, can I get your ok right here. You can’t sell it without asking for it. And you can’t expect the customer to know the drill and sign here and there. Alot of sales missed by not doing what ya came for. Questions/Comments/Praise/Ridicule? Jeff
We are remodeling ourselves around here and it takes an effort to clear a path to the computer. I’ll be back every few days! Everyone pitch in!
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I think you have a good idea here.
First thought that comes to mind is asking for a sale is the same as asking for a settlement in court. Numerous lawyer consultations over the years have taught me that the plantiff should always ask for a findings and award, with specifics, and not assume this will be done.
Next thing is, simply saying something like, "I need your signature here." is too pushy for some folks (res. remodel market especially) and puts the potential customer in the power spot. After all, it's you, not they, who needs the signature.
I like the approach you mentioned where you recap the meeting with a simple, "I will do this and this for this amount, agreed?" It seems open and very honest. It is a great show of faith on your part and implies you are square dealing.
All this is greatly simplified. The Carnegie courses, et al, which I have survived go into much more detail. What works for me in the res. remodel market is to just be very open and to show some excitement and motivation about what it is the customer wants to do. I don't even track my hit/miss ratio.
A picture is worth alot, I carry a portfolio. This is what I have done, this is what I can do for you, this is the time frame, this is the amount. Done.
Any hemming/hawing, I'll catch you guys later. Even if I'm only going to lie on the beach, I am certain to express the idea that my time is too valuable to wait around for the decision maker to arrive or for the folks to figure their budget. This let's them know I still am in the power seat and conveys the sense I know what the heck I'm doing. It's not a sport, it's all business.
*Rich, your last line will segue nicely into my "Don't break your belt-loops" thread. I'll do it even if it's just for you and me's entertainment! Jeff
*Well, the "I can do it, if you sign here" type of language is too pushy for me, but we all have different styles. I like the idea of defining the end of the meeting by saying something like that, but I tend more towards something like "this is about what I think it will cost and how long it will take. Think it over and let me know within the next few days, and we'll try to agree on a schedule that works for both of us". No pressure, but it's clear that I'm not begging for the work, and the schedule may change by the time they decide. But again, we are all different, and I'm simply not pushy with customers, at the first meeting, or throughout the job. I do what I can to work WITH them, even in the very beginning.
*jim.... your closer..(((let me know in the next couple of days)))..used to be mine...after too many next couple of days and nevers, i finally woke up to the idea that jeff and rich are pushing...b you don't ask... you don't get..by the time you are sitting at their kitchen table with two copies of the proposal.. one for her, and one for him...you have already got way too much time invested to walk away..if you didn't want this job.. you should have bowed out earlier...if you brought it to this point it means you want the job.... they have to know that... and you don't want them to go check with someone else.. what's in it for them? they already had that opportunity..they gonna find someone as good as jim blodgett to do their work?when you PRESENT your proposal... this is the moment...you lead them thru it...this is the payoff for the 6 to 20 to 40 hours you've got in this thing...they want you.. you have to ask....do you want me to do this work ? the work we've both been thinking about ?if they do.. they have to be given the opportunity... they get on my schedule by signing the proposal and giving me the deposit...so i ask.. if they want more time.. ok.. but they did have the opportunity to do the deal right then and there... now it's up to them..also.. don't leave ANYTHING other than the PROPOSAL...no plans... no pictures... nothing they can use to get their brother -in-law to do the same thing cheaper (and it's never the SAME thing)..by the way.... as far as i no ( and i'm not sure about this) they do have a 3 day right of recission, which i state on my proposal.....jim , it took me about twenty years to figure out what jeff learned in one, ask for the close..and it was hard to do ... at first...then i found out .. it is part of the service.. they want to be asked..if they were going to hire you.. they already know...don't keep yourself in suspense...b but hey, whadda i no ?
*OK, that makes some sense. But let me ask you this, how far ahead are you willing to schedule? Does there come a point - say you are booked too far in advance already - where you really DON'T want the work? How do you "bow out earlier" then? Don't you owe them the courtesy of a proposal, then let them decide whether they want to wait that long or not?
*the bow out earlier bit has to do with wether i want to try to get this job.... i don't always go after every job i go look at...if i bring it to the proposal stage , i've made the decision that i want the job.. maybe i like the job.... or i see it as a profit opportunity, or the challenge.. whatever.. but i will sell it for my price or not... if it's a crummy job at a competitive price ... maybe it's a good job a t a good price..too many crummy jobs at bad prices means i can't do anything for my guys.. and pretty soon i got no guys..as far as scheduling goes... i'm terrible... that's a whole 'nother topic...what's scheduling got to do with remodeing ?some jobs.. ok.. others , there is never a good schedule....we're three weeks into a week and a half roof job... rain, rain, rain..try scheduling baths in todays market... what a joke..if you want to add 305 to every sub.. maybe you could coerce some schedule out of them... but that won't get the special orders delivered in 8 weeks like they promised..nope... we're vague as hell about starting dates and completion times...when we start, we hit it with as many guys as we can.. and we hit it hard....but in times like these.. everything gets stretched ......out......
*
Had an idea. Some of here have had "organized" sales training, and some haven't. As a help to those who haven't, and a refresher to those who have, how about a sales primer. Sorta like the weekly sales pep-ralleys I had to sit thru. I'm not claiming to be an expert, or even play one on T.V., but I can repeat info that's been beaten into my skull thru repetition. Basically that's what sales training is! I thought each "subject/thought/wives-tale" would be it's own thread, with everyone commenting and disecting it to see how accurate it is and how it may or may not apply to contracting. Participation will be needed for this to work. Here goes......
Sales Primer No. One....Ask for the Sale. That's it. The biggest secret to closing the deal. Depending what sales course I've been on/in....it something like 60% to %80 percent of all sales calls end WITHOUT simply asking for the sale! Not even getting into the various situations to which the various closing methods could apply, a simple...I can do this for this amount, can I get your ok right here. You can't sell it without asking for it. And you can't expect the customer to know the drill and sign here and there. Alot of sales missed by not doing what ya came for. Questions/Comments/Praise/Ridicule? Jeff
We are remodeling ourselves around here and it takes an effort to clear a path to the computer. I'll be back every few days! Everyone pitch in!