I am sure you have all heard this about conversations “you have 2 ears and one mouth – use them in that proportion” or some version of that.
Many people go into overdrive “sales mode” when they meet a prospect and can’t wait to tell them how great their company is, all the excellent services they offer, how long they have been in business etc.
The problem with this approach is you are selling and your prospect knows it and they don’t like it.
No one likes to be sold.
The key is to a dialogue going with the prospect.The tools in the Closing Success System allow our clients an effortless way to start that dialogue with no tricks, no sales “gimmicks”.
We teach our clients to ask questions to find out what the prospect really wants BEFORE providing a solution.
Asking questions creates a buying atmosphere not a selling one – you can’t sell anyone anything – I don’t care what you have heard.
Asking questions let’s the prospect know that you are interested in meeting their needs not just making another sale.
Get every prospect and customer to say "No one ever asked me that before."
Every time they shake their head yes or agree with you – you are one step closer to the buy.
If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.
After a workshop last week I got a note from one of the long time members of the association.
“Most established businesses already have the “ingredients” of existing customers and relationships for sales success. Mike provides the “recipe” on how to maximize your client base and increase leads, thus eliminating wasted time and increasing profits.”
It’s Time for Fresh Ideas…not redoubling your efforts.
Things have changed for your prospects and customers.Now is NOT the time simply to Re-Double your past efforts and hope that what you did before is going to continue to work today.
If you’re ready to get back on track… if you KNOW that within your business you have the right ingredients for sales success, Call me for a no nonsense business review.
It’s a question you’ve probably been hearing a lot more of lately.
How do you handle it?Chances are, when all is said and done, you end up coming down more than you’d like in order to get the job.
Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.
Here’s what I advise our clients to do.
First you need to find out how much the customer is looking to get.There’s a big difference between coming down $500 on a 20K job and $500 on a 5K job.
Simply ask:“Do you have another estimate that you are comparing us to?”
If the difference is large, ask if the other company detailed all the materials and installation steps they were going to do so the prospect can compare apples to apples.(This is just one of the 14 tools provided to our clients.)
If they didn’t get all of the details from the other guy, then they really don’t know what they’re getting, and the conversation goes something like this:
“In our business a 15% profit is considered excellent – if their price is 20% below mine, then it can’t be the same job.Either they’re substituting inferior materials or they are leaving out critical steps that may jeopardize the quality and longevity of the job.”
You’re simply establishing real value and remember, customers don’t want the lowest price…they want the best value/price combination.
If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.
