Timing

Objection: I Need to Think About it

Objection:  I Need to Think About it It’s the ultimate non-decision decision.   Customer: “Well… It’s very interesting.  We’ll need to consider it.” It’s all about timing.  Meet the objection head-on.  Push the decision.   Call out the objector.   Be specific.  Focus on details.  If you judge that the objection is being raised because the decision maker […]

NO

Objection:  NO! 

Objection:  NO!  Customer:  (Objections throughout the discussion) “It’s too expensive.”  “We’ve never done it before.”  “We are fine the way we are.” Customer: “I want to thank you for coming in here today.  You’ve done an impressive job, and I know we’ve put you through the wringer.  I appreciate what you’re offering, but I must […]

truth or lie

Objection:  You Haven’t Been Honest With Me

Objection:  You Haven’t Been Honest With Me Respect the other person.  Lying diminishes trust.  At some point, you may have not provided facts, even if it’s unintentional.   Never lie to try to gain an advantage over the client.  If you’re caught in a fib, have enough respect for the Client to admit it and work […]

listening to presentation

Objection: Need to Compare Prices with Competitor

Objection:  Need to Compare Prices with Competitor The presentation is completed.  It went well.  Very well.  You are ready to close.  Then, the following conversation occurs: Salesperson: “Is there anything else you want to ask?” Customer: (the client taps a pencil against a yellow pad.  Glances down through the notes and taps again and shakes […]

Qualify customer

Qualifying Your Customer

Qualifying Your Customer….  When you hear the word qualify, do you feel overwhelmed?   Questions such as, “Was that lead qualified?” are asked with every prospective job.  So, we ask the qualifier if the qualifying for the qualifications were correctly qualified – huh?    Qualifying boils down to asking simple questions to understand the need of […]

We have more to offer

Selling More than Price

Selling More than Price Have you ever been low bid and didn’t get the job?  It doesn’t seem right. How did it happen?  What can you do to avoid that in the future?  Bidding more and more jobs will not guarantee a steady flow of profitable work in today’s competitive market. When a client doesn’t […]

phone call opening

Selling Skills – How to Open a Call

Selling Skills – How to Open a Call When it is time to make a sales call, what is the best way to begin?  Some techniques to open a call are the following: Open Probes Purpose Statements General Benefit Statements Open Probes:  Open probes are particularly useful in situations where you feel the customer will […]

positive thinking

Stop Complaining

Stop Complaining “How’s business?” one attendee asked another at a networking event.    “This (fill in the blank – weather, economy, regulation, manufacturer inventory, flu) is killing us. We’ve got projects delayed right and left and trying to get prospects to close anything isn’t happening — things need to turn around fast.”    The person […]

the road to success

Stumbling Blocks on the Road to Success

Stumbling Blocks on the Road to Success What’s getting in the way?  You are…. The stumbling blocks on the road to success are of your own creation. Recognize any of them? Wishing and wanting.  Do you have a written list of goals?  Those who write down their goals are more likely to achieve them.  Get […]

Probling blog people talking

Selling Skills – Probing

Selling Skills: Probing Probing is the skill of asking questions to gather information and uncover customer needs.  There are two types of probes:  open and closed.  Open probes encourage a customer to respond freely.  The key words that will assist in identifying an open probe include: Key Word Example: Who “Who handles this process for […]

Wants and Needs Blog

Selling by Satisfying a Need

Selling Skills:  Selling by Satisfying a Need Selling is a process of uncovering and satisfying customer needs.  When communicating with a Client, we must be able to recognize needs for our product or service. A need is a customer want or desire that can be satisfied by your product or service. The key words that […]

Roofing selling skills

Selling Skills – How to Support

SELLING SKILLS: How to Support When you support, you acknowledge the customer’s need and introduce the appropriate benefit(s) that will satisfy the need. The first step of a support statement is to acknowledge the customer’s need.  When you acknowledge, you are showing the customer that you consider the need to be important.  You do this […]