*
As in don’t break them. Long story sorta short. In Houston, selling and doing carpet cleaning. Owner and sales meeting cheerleader always says, “Don’t let the customer break yer belt-loops.” Years back, he was on a training call with a new cleaner. As the kid went thru the presentation and pitch, and tried to explain the product/process/and pricing, the little old lady grabed his jeans by the belt-loop, and as he explained what was included in the price…and what would cost extra….she led him thru the house showing him ALL the stains that WOULD be covered in the basic price, and ALL the furniture that WOULD be moved! At one point, after she completely beat and confused this poor kid, as he was agreeing to EVERYTHING, he looked back at the boss for help….and she pulled one more time and broke his belt-loop off! You can’t close the deal, and get your price, if you let the customer take total control of the situation. As Ron used to say…Don’t let them break your belt-loops! Knowledge is the key, and knowledge builds confidence. If you have the skills and knowledge, and answer all questions …..and maintain control of the conservation…..you’ll make the sale and the customer will feel pretty comfortable about their knowledgable/confident contractor.
My wife just got back from a sales call, and she said slowly the client was pushing for control of the conservation…trying to reduce the price…and she remembered “Belt-Loops” , asked a few questions she was confident on, got things on a more even footing and closed the deal with a tough customer. When I remember this with a tough customer, why sometimes I even break even instead of losing money! Jeff
Discussion Forum
Discussion Forum
Up Next
Video Shorts
Featured Story
Fine Homebuilding's editorial director has some fun news to share.
Featured Video
Highlights
"I have learned so much thanks to the searchable articles on the FHB website. I can confidently say that I expect to be a life-long subscriber." - M.K.
Replies
*
As in don't break them. Long story sorta short. In Houston, selling and doing carpet cleaning. Owner and sales meeting cheerleader always says, "Don't let the customer break yer belt-loops." Years back, he was on a training call with a new cleaner. As the kid went thru the presentation and pitch, and tried to explain the product/process/and pricing, the little old lady grabed his jeans by the belt-loop, and as he explained what was included in the price...and what would cost extra....she led him thru the house showing him ALL the stains that WOULD be covered in the basic price, and ALL the furniture that WOULD be moved! At one point, after she completely beat and confused this poor kid, as he was agreeing to EVERYTHING, he looked back at the boss for help....and she pulled one more time and broke his belt-loop off! You can't close the deal, and get your price, if you let the customer take total control of the situation. As Ron used to say...Don't let them break your belt-loops! Knowledge is the key, and knowledge builds confidence. If you have the skills and knowledge, and answer all questions .....and maintain control of the conservation.....you'll make the sale and the customer will feel pretty comfortable about their knowledgable/confident contractor.
My wife just got back from a sales call, and she said slowly the client was pushing for control of the conservation...trying to reduce the price...and she remembered "Belt-Loops" , asked a few questions she was confident on, got things on a more even footing and closed the deal with a tough customer. When I remember this with a tough customer, why sometimes I even break even instead of losing money! Jeff