Sales Advice - Ways to Make Them Talk
Tuesday, June 03, 2008
As a contractor, you can never have enough sales advice. Nearly every time you meet with or talk on the phone to a prospective client, you have the chance to earn more revenue. Being equipped with sales tools and techniques is how you land more contracts.Sell the Sizzle
When you're talking with a client, you usually find out right away what they want. They want to remodel the kitchen, build a new deck, or install an electric heat pump. But it's really important to find out what they need. People make decisions based on their emotions. When you find out what is driving their decisions, you can turn the tables and really "sell the sizzle!"
Ask your potential clients open-ended questions to get them to open up and spill all you need. For example, an innocent question like, "Why is that important?" or "What does it mean to you?" can really allow clients to talk about makes them passionate. To explain what's driving them to talk to you at all.
Simply saying they want a new garage door doesn't tell you that the client is competing with the neighbor across the street. Knowing this can give you the ammunition to say things like, "You want to really show up that guy? Take a look at this..." as you bring out a few pictures of the latest and greatest in garage doors (or whatever product your business works with.)
Curiosity Won't Kill This Cat
Be curious. Curious lets the potential client see that you care. People love to talk about themselves, talk about their passions. The more curious you are about their needs, the more they will be willing to give you everything you need to close that deal.
RELATED POSTS:
The Phone is Your Friend
Be Part of the Solution
Silence is Golden
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Labels: Sales Advice
