Sunday, February 27th, 2011 at
11:50 am
In-home service contractors are finding it very challenging to sell to homeowners these days. If you’re a builder, home renovator, plumber, heating and cooling contractor, pest control company, landscaper or you sell to home owners, you’re probably struggling with your sales. It’s time to change your approach with your customers or you’ll go out of business.
There are many kinds of customers, but the most classic might be the “We’re getting estimates.” customer. When they call for an estimate, they like to make sure that whomever books the appointment knows that they are “just starting the process” of getting estimates.
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Saturday, February 26th, 2011 at
11:17 am
Thursday, February 24th, 2011 at
11:28 am
Sales is a tough job. There are no two ways about it. Many people start a sales job with imaginations of high commissions and big paychecks, only to get worn down the constant cold calling and rejections that one must undergo in order to get to that illusive pot of gold. It can be tough, but there are a few techniques that can dramatically improve your sales, and make it easier to reach that pot of gold on the other side of all those horrible rejections. In this article, you’ll learn three basic closing techniques that can dramatically improve your numbers.
The first closing technique is one you’ve likely experienced many times yourself. It’s called the ‘puppy dog close,’ and is based on the following scenario. A young family with children comes into a pet store. They see a bunch of puppies, and the kids ask if they can have on. The smart proprietor offers the family to take one home for the weekend, no charge. Of course, after the weekend is over, they just have to buy the puppy. Any time you allow your client to use your product without cost, for any amount of time, you are using the puppy dog close. Test drives, sixty day free trials, any time somebody lets you try out an appliance in your home, these are all variations of this powerful closing technique.
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Tuesday, February 22nd, 2011 at
11:24 am
Tuesday, February 22nd, 2011 at
11:24 am
Friday, February 18th, 2011 at
11:24 am
Friday, February 18th, 2011 at
11:24 am
Monday, February 14th, 2011 at
11:20 am
