Homeowners tend to want personal references for remodelers they are considering hiring. Michael Lee lays out strategies for one new business owner who has construction experience alone.
Older prospects, in particular, often say: “Iím not signing anything tonight.” I then review the value of what Iím selling and the added features, and I try to close again, but the response is the same. Any suggestions?
The punch list is complete, but don't be hurried in collecting that final check. Nor should you exit a sales call on a sour note, regardless of its conclusion.
How can I assure prospects that the people who will be working in their home are legal, skilled, trustworthy, etc., without drawing attention to an objection that most people don't want to admit they have?
