Silence is Golden
Monday, November 12, 2007
All contractors are sales people. And everyone knows that closing a sale can be the hardest part of the process. You want the signature on the contract so you can get started on the work that you love to do.After your pitch, you have summarized the job and the products, you have discussed the costs, you have answered questions and overcome objections, and your next step was to ask the potential client for their business. "When would you like us to begin the work?" You slide the contract over to them.
Here is where many contractors get in trouble.
Many don't like the uncomfortable silence that follows after they ask for business. There is a strong need to fill the void. Contractors will continue to talk and talk about warranties, guarantees, coupons and more to make sure they don't lose the sale. But know that the silence is just as uncomfortable for your potential client.
Use silence as a sales tool. If you have overcome their concerns and answered their questions with effectiveness, you don't need to keep talking. Ask them to sign the contract and wait. Quietly. You'll be surprised how many will trust you and your company's pitch and will sign on the dotted line.
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Labels: Sales Advice
