Going into the customer’s home, making small talk, asking several insignificant questions, performing a good inspection, then explaining the quote to the customer. Sound familiar? You may be thinking that I just stole your sales process, right? I just gave you 80 percent of the market’s sales process, which leaves too many contractors wondering why their company’s closing ratio is suffering.
Twelve years ago, new to home improvement and knowing nothing more than how to manage a team of company representatives, it was instilled in me to train, train and train again until the representative had no excuse for not selling. From where to park their car, how to walk up to the house, what to say when the door opened, how to get the customer to the kitchen table, the masterful inspection process, transitioning to the presentation, giving an engaging presentation, giving a believable pre-close, talking the customer through the price presentation, and finally closing the job.