The Challenge: How to keep prospects from reeling with shock over the probable cost of their project. More
Identify how the prospect will make the decision about whether, when, and with whom they'll remodel. They probably won't volunteer that they're shopping for the lowest price or the fastest availability, but there are ways to “elicit the truth,” says Jack Hauber, a sales coach with the Sandler Sales Institute. More
You're uncomfortable asking customers for what a project should cost. When the client says, “Boy, that's a lot of money,” you go back and cut your price. You settle for less than you could have made, and the client gets a smaller piece of their dream. More
Salespeople often attempt to prescribe the solution to a prospect's needs before really understanding those needs. For example, a prospect says they want a bigger, brighter, more modern kitchen. Your inclination is to discuss the job from the physical perspective ó how big it could be, what features it could or couldn't have. More
When the prospect controls the conversation, he or she is more likely to end it with a “We want to think it over,” or “Call us next week sometime.” Similarly, without probing deeper, you may not know what he's really looking for. “You can only answer the content of the questions, not the intent,” Hauber says. More
Although it's easy enough to ask a satisfied client to refer your services to neighbors and friends, it's nearly impossible to get the timing right. Here's a solution. More
