Contractor Sales Mistakes
Monday, April 07, 2008
All contractors are salespeople. They only want to be contractors, but sales is part of the job. When giving a sales pitch over the phone, or in person, it is important to make sure you make no mistakes. With an economic slowdown (some say "recession") in the works, every lead is important to every contractor. One major sales mistake that plagues many contractors is when one must go into "sales mode" and start making that pitch to prospective clients. Sales mode usually involves a rambling off every job detail and cost in a non-stop monologue. It can be tedious or even frightening for some to have to act as a salesperson. So many try to get through the pitch as fast as possible to get it over with.
The key to overcoming this sales mistake is to ask more open-ended questions. First, by asking for more details, you'll be pre-qualifying the potential client. You'll also be finding out exactly what it is that they want. By knowing more about the person, you'll be able to tailor your pitch to make sure you meet their precise needs. Also, you'll be forced to slow down your sales presentation which will make it more effective than the non-stop "sales speak" assault.
Questions are the necessary ingredient to make better pitches and close more contracts.
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Labels: Sales Advice
