All You Sales Men Out There.

ultimatetouch · 03-29-2007, 08:19 PM

Ok guys, what are your thoughts?

I have large # to put to the customer for an addition. I already have her talking to me about starting in a month and checking my references.
I have already ballparked the job on my initial visit. She didnt bat an eye and she even told me what the other guys did or didnt do that she didnt like. She even told me there price. She wants me to tell her the "estimates" for the jobs. I would like to make a second visit and close the deal right there. I am hesitant to call her with the figures with out being there, although its about a 40 minute drive from my house. This lady came from a lead sourcem so its not a referal. What shalll I do to close the deal?

Mike Finley · 03-29-2007, 08:45 PM

Statically, closing percentages are always higher when presenting in person. That's a given and an absolute.

I don't care what kind of wonderful stories others will come up with about how they routinely close million dollar closet remodels by email and carrier pigeon.

If you want to do everything you can to tip the odds in your favor, you need to do it face to face.

Tscarborough · 03-29-2007, 08:46 PM

How can you close the deal, i.e. sign a contract, without detailed specifications and plans? If you mean sign them up to a proposal to generate said construction documents, then include only information pertaining to the generation of those documents and payment for that in your proposal.

Edit-And do it in person, of course.

ultimatetouch · 03-29-2007, 09:46 PM

Quote:

Originally Posted by Tscarborough

How can you close the deal, i.e. sign a contract, without detailed specifications and plans? If you mean sign them up to a proposal to generate said construction documents, then include only information pertaining to the generation of those documents and payment for that in your proposal.

Edit-And do it in person, of course.

She showed me the plans for the second story addition.
I also had her email me some to compare to past jobs.

Susan Betz · 03-30-2007, 08:08 AM

How bad will you feel if you don't get the job after not going out?

ultimatetouch · 03-30-2007, 08:23 AM

Quote:

Originally Posted by Susan Betz

How bad will you feel if you don't get the job after not going out?

In other words do it in person.

vinylguy · 03-30-2007, 11:38 AM

not only do you need to do this in person, but by now you should know how long she's been thinking of doing this project. so that will be an easy objection to overcome. also you need to present to her the reasons she wants to do business with you and not with the other guys, by showing her comparable projects that you have completed also have theses people names and #s available to call them right their on the spot if she wants to check them out. this takes away all these objections. so the only other objection is price! and thats the one to overcome. know where you can go but always take away something from her for it like ok if this price is to much for you lets do doublehungs instead of bay window she won't want to give up that for a thousand dollars! ask for the order give her a dicount for signing that night only good for that visit explain the time gas overhead and that you can spend your extra time spent with her on helping other customers get into your products also use an apples to apples form so she can still compare afterwards she won't and if she does the 3 day recind will be over before anyone else gets back to her and the job is yours anyways. have what we call a lead ass and hang with her until she thinks your part of the family. then she'll feel comforatble to go with you and your company. also she'll be impressed with how much time you've spent with her this whole process could take 3 - 5 hours but she wants the work done your there why not get the job. if you made her see why your the best and that your going to give her what she wants then theirs no reason not to go with you. however make sure their is not a husband cause the objection you can't overcome is alright this sounds great let me talk this over with my husband. all homeowners need to be present on this call. if they want to think about it, ( the dreaded let us think about it! ) try this say ok mr and mrs jones i have some paperwork to do out in the car from the project we put together for a new customer today so i'll go out to the car and take care of that and you guys think it over and when your ready turn the porch light off and on a couple of times and i'll be back in. it works! hope this helps be brave and dig in you will let us know of course the out come right?

Susan Betz · 03-30-2007, 05:34 PM

Quote:

Originally Posted by ultimatetouch

In other words do it in person.

Yep. And take vinylguy's advice.

PressurePros · 03-30-2007, 08:16 PM

Phil Rhea ! Vinyl, do you have his whole program?

red_cedar · 03-30-2007, 08:54 PM

If you are interested in the project and can make money at it, then do it in person.
My roofs on average are about 25 to 30 thousand. It normaly takes 3 meetings face to face, to sign them up.

ultimatetouch · 03-30-2007, 10:17 PM

Quote:

Originally Posted by vinylguy

not only do you need to do this in person, but by now you should know how long she's been thinking of doing this project. so that will be an easy objection to overcome. also you need to present to her the reasons she wants to do business with you and not with the other guys, by showing her comparable projects that you have completed also have theses people names and #s available to call them right their on the spot if she wants to check them out. this takes away all these objections. so the only other objection is price! and thats the one to overcome. know where you can go but always take away something from her for it like ok if this price is to much for you lets do doublehungs instead of bay window she won't want to give up that for a thousand dollars! ask for the order give her a dicount for signing that night only good for that visit explain the time gas overhead and that you can spend your extra time spent with her on helping other customers get into your products also use an apples to apples form so she can still compare afterwards she won't and if she does the 3 day recind will be over before anyone else gets back to her and the job is yours anyways. have what we call a lead ass and hang with her until she thinks your part of the family. then she'll feel comforatble to go with you and your company. also she'll be impressed with how much time you've spent with her this whole process could take 3 - 5 hours but she wants the work done your there why not get the job. if you made her see why your the best and that your going to give her what she wants then theirs no reason not to go with you. however make sure their is not a husband cause the objection you can't overcome is alright this sounds great let me talk this over with my husband. all homeowners need to be present on this call. if they want to think about it, ( the dreaded let us think about it! ) try this say ok mr and mrs jones i have some paperwork to do out in the car from the project we put together for a new customer today so i'll go out to the car and take care of that and you guys think it over and when your ready turn the porch light off and on a couple of times and i'll be back in. it works! hope this helps be brave and dig in you will let us know of course the out come right?

Thanks for the advice, whats the apples to apples form I like the sound of that.

ultimatetouch · 03-30-2007, 10:20 PM

Quote:

Originally Posted by PressurePros

Phil Rhea ! Vinyl, do you have his whole program?

Now that you mention him, I remember you talking about the porch light close Pressure.

Sider' Brian · 03-31-2007, 01:07 AM

Quote:

Originally Posted by red_cedar

If you are interested in the project and can make money at it, then do it in person.
My roofs on average are about 25 to 30 thousand. It normaly takes 3 meetings face to face, to sign them up.

I could not agree more!

I approach all my customers the same whether it's a small or large job follow up and NEVER pressure.

Susan Betz · 03-31-2007, 07:09 AM

Quote:

Originally Posted by Sider' Brian

I could not agree more!

I approach all my customers the same whether it's a small or large job follow up and NEVER pressure.

If I had a contractor pressuring me, I'd run the other way. Real sales are about relationships, not pressure.

ultimatetouch · 03-31-2007, 07:49 AM

Quote:

Originally Posted by Susan Betz

If I had a contractor pressuring me, I'd run the other way. Real sales are about relationships, not pressure.

Define pressure, I would go the other way to , but would the majority thats the real question. Some people want to be sold.

vinylguy · 03-31-2007, 08:04 AM

do you have a contractor their just to get estimates or are you serious about getting the work done? i would never just leave my estimate with anyone. i usally walk out of the home with the compititions estimates thats how i know what and for how much they sell for. as for pressure i disagree these people want to get their project done. so its my responsibility to show them why they want me and my company to do the work for them. i believe i would be doing them a disservice if i let them do their project with another company. cause i know were the best at what we do. ( and everyone on here should feel the same way or get into another business !) i also know we will protect them from scams con artist, bad craftsman, noshows, and shady people. look if you leave your estimate with the home owner and that shady contractor from down the street gets the job because he was $509.00 less than you after the homeowner showed them your estimate. than you just let that homeowner down not to mention you did not do your job cause that home owner was going to do the project anyways and you failed to show them why they should go with you. thats not pressure its doing your job! what else are you in the business for? are you making the money you want to be making? or are you just simply taking the jobs that decided to go with you cause your the cheapest? and your right it is about building relationships do you want to build one with the contractor after he starts your job and you find out he;s lazy and don't take care of business or do you want to build the relationship first this can be done in a couple hours because your proposing for marriage just a short term committment. yes i've listened to phil rhea his stuff works amoung others rick grosso dave yohoo tommy steel but it's all true and if your in this business to make money the money you deserve than you to ought to invest in somekind of sales programs now we do our marketing and sales programs internally but its all the same it just fits our style better. you can go broke building relationships or you can live a comfortable life building relationships its up to you. 1 last ? don't you hate leaveing the house and for the next week thinking i got this job we hit it off great just to drive by a day later and seeing your competitors job sign in the front yard? its dog eat dog out there! if you feel your the best and you know you can help the homeowner than do yourself and them a favour and take the work. its a win win situation for you and the clients hope this helps.

Susan Betz · 03-31-2007, 05:44 PM

Quote:

Originally Posted by vinylguy

do you have a contractor their just to get estimates or are you serious about getting the work done?

We're very handy, so when we ask a contractor in, it's serious. For examply, we *never* do electrical work. Not anything beyond irrigation timers or landscape lighting, anyhow (personal, never professional - we're fence people professionally).

Your post is spot-on, although you're preaching to the choir. I sold cars for a couple of years and spent most of that time calming people down who were either expecting or had experienced high pressure sales tactics. If I'm selling a good product, and it's a good "fit" for the client, I expect them to buy. I'll give them good reason - I'll sell - but I'll expect them to buy. If the "fit" isn't good, I don't use pressure, I abandon the sale. (That may sound like I'm throwing leads away, but I don't).

MattCoops · 04-01-2007, 08:15 AM

ultimate, are you scared to meet with the customer?

I don't see how you can make a proposal without sitting down face to face
And how would they sign a contract?
What if they had a question, how will you answer it if you're not there?

Build up some confidence and go there and sell the job.
You may want to consider hiring a salesperson.

The initial visit you should find out what the homeowner wants done, what's their vision.
And take some time to build a repore and ultimately "become friends" with the customer. Don't be another contractor with another estimate but a nice guy to do the job.
Then go home and find a solution, giving your cusotmer some options (they like that, so your not dictating the project, they have some input), and work your numbers.
Some jobs we close the deal right there within the first hour, because the homeowner is comfortable with us, and they can't wait to get started.
Build a sense of urgency to start the project and be excited about it. Don't be like the last guy that just gave a lowball price and left. Why should the homeowner choose you? How will they benefit from working with your company?
Set an appointment for a follow up to close the deal. Smile, make your presentation, and ask for their signature and deposit. Have confidence in your proposal and be friends with the customer and you'll get the job.

Good Luck

ultimatetouch · 04-01-2007, 09:13 AM

No Matt I am certainly not scared. When I try to set the second appointment she tells me to call her with the figures first. I have tried a couple of times to set the appointment. As for a sense of ergency, she wants to start in april or may, I am going to tell her that if she wants be set the crews up and schedule on such short notice, I will but she has to let me know within 3 days, I will tell her that I go on three estimates a week and its first come first serve, I will only take on two more clients for the next two months. Hows that sound.

Bill Z · 04-01-2007, 09:42 AM

Ultimate,

Each of us has our own style of handling sales that we are comfortable with, it sounds like you are experiencing some discomfort in your own style, wondering how to close a particular sale. What's different about this customer? The 40 minute drive?, the size of the job?, the fact that she seems ready to sign?

You asked a question in your post, "What are your thoughts". When you think about it, that's one of the best questions to ask of the homeowner. Isn't that what you want to know? What they are thinking about you, your company, your proposal, timing, when they are ready to sign, etc?

Every customer has a preconceived idea of how it is to do business with you (or your company). Your job is the find out what that perception is and meet their expectations, or change them to fit reality.

Some people call you because they perceive your company as the expert who can give them quality, others call everybody because they think that's the path to the lowest price without understanding that there may be a wide difference in the outcome. Most people fall somewhere in between. Your job is to find out what makes each individual prospect tick and what preconceived idea they have about you.

How do you do that? Ask them, just like you did in your post, "What are your thoughts, what would you like to accomplish as a result of our meeting today?" Listen for how they see the process unfolding for them, then either jump into their mold or gently reshape it to conform to reality. Really listen, keep quiet and analyze what they mean.

In the particular case you describe, she may be ready to go with you because of the references or maybe she's just a people pleaser who tells you what you want to hear when you're in front of her.

To discover the truth, you may want to call her and simply say, "Mrs. Jones, I'm putting some of the specifications together on your addition. I'll need you to answer a few questions, then we can proceed together." Ask her some relevant questions about the job, listen to her answers then say, "Since I was at your home, what new thoughts have you had?" (Be Quiet!) She'll spill her guts. Urge her to tell you more by agreeing, grunting approval, and saying, "OK, that makes sense, tell me more". Ask about timing issues. "Since it's the time of year when everyone wants to get their name on our list, I thought I ought to get your views on start time?" Listen, grunt, and probe with your ultimate goal being to set an appointment to have her sign the contract.

All of the above assumes that you stall if you meet resistance, find out what any obstacles might be then plan a path over, around, under or through them.

To address the "pressure" issue, selling starts at the beginning, if you "open" correctly there's no need for a "close". Dig into what they perceive your involvement can be, and if it fits, just follow their process.

Good Luck

P. S. In your most recent post, it sounds like some of the magic is gone and she's into price. Unless you want to just get her off your plate, I'd never price her over the phone. You need to regain some control and tell her the only way she gets a price is to sit down and go over the specifications with you so you can make sure you've answered her needs and not overpriced her. Heck, I don't even think K-mart will give you a price over the phone.

At this point she's in control, ask her why she only wants a price. If she trusts you, there's no reason not to sit down and discuss all the options so she can get what she really wants. You have nothing to lose by taking control.

03-29-2007, 08:19 PM	#1
ultimatetouch View Profile ultimatetouch Ultimate touch Send Message Follow Blogs (0) Threads (776) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Ultimate touch Trade: General contractor, Remodeling Join Date: May 2006 Location: chicago Posts: 776	All You Sales Men Out There. Ok guys, what are your thoughts? I have large # to put to the customer for an addition. I already have her talking to me about starting in a month and checking my references. I have already ballparked the job on my initial visit. She didnt bat an eye and she even told me what the other guys did or didnt do that she didnt like. She even told me there price. She wants me to tell her the "estimates" for the jobs. I would like to make a second visit and close the deal right there. I am hesitant to call her with the figures with out being there, although its about a 40 minute drive from my house. This lady came from a lead sourcem so its not a referal. What shalll I do to close the deal? __________________ Ultimatetouch Illinois Remodeling Company, Kitchen Remodeling Chicago, Room Additions Illinois

03-29-2007, 08:45 PM	#2
Mike Finley View Profile Mike Finley Chief Toilet Mover Send Message Follow Blogs (0) Threads (14,078) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Chief Toilet Mover Trade: Bathroom Remodeling Join Date: Apr 2004 Location: Littleton, Colorado Posts: 14,078	Re: All You Sales Men Out There. Statically, closing percentages are always higher when presenting in person. That's a given and an absolute. I don't care what kind of wonderful stories others will come up with about how they routinely close million dollar closet remodels by email and carrier pigeon. If you want to do everything you can to tip the odds in your favor, you need to do it face to face.

03-29-2007, 08:46 PM	#3
Tscarborough View Profile Tscarborough Pro Send Message Follow Blogs (0) Threads (4,773) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Pro Trade: Monkey Scratching Cat Herder Join Date: Feb 2006 Location: Austin Posts: 4,773	Re: All You Sales Men Out There. How can you close the deal, i.e. sign a contract, without detailed specifications and plans? If you mean sign them up to a proposal to generate said construction documents, then include only information pertaining to the generation of those documents and payment for that in your proposal. Edit-And do it in person, of course. Last edited by Tscarborough; 03-29-2007 at 08:51 PM.

03-30-2007, 08:08 AM	#5
Susan Betz View Profile Susan Betz Custom Fence Builder Send Message Follow Blogs (0) Threads (906) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Custom Fence Builder Trade: Fence Manufacture and Installation Join Date: Feb 2007 Posts: 906	Re: All You Sales Men Out There. How bad will you feel if you don't get the job after not going out? __________________ Fences of Distinction, Ocala, FL http://www.fencesofdistinction.com

03-30-2007, 11:38 AM	#7
vinylguy View Profile vinylguy Pro Send Message Follow Blogs (0) Threads (513) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Pro Trade: vinyl decking railing fenceing siding windows Join Date: Mar 2006 Posts: 513	Re: All You Sales Men Out There. not only do you need to do this in person, but by now you should know how long she's been thinking of doing this project. so that will be an easy objection to overcome. also you need to present to her the reasons she wants to do business with you and not with the other guys, by showing her comparable projects that you have completed also have theses people names and #s available to call them right their on the spot if she wants to check them out. this takes away all these objections. so the only other objection is price! and thats the one to overcome. know where you can go but always take away something from her for it like ok if this price is to much for you lets do doublehungs instead of bay window she won't want to give up that for a thousand dollars! ask for the order give her a dicount for signing that night only good for that visit explain the time gas overhead and that you can spend your extra time spent with her on helping other customers get into your products also use an apples to apples form so she can still compare afterwards she won't and if she does the 3 day recind will be over before anyone else gets back to her and the job is yours anyways. have what we call a lead ass and hang with her until she thinks your part of the family. then she'll feel comforatble to go with you and your company. also she'll be impressed with how much time you've spent with her this whole process could take 3 - 5 hours but she wants the work done your there why not get the job. if you made her see why your the best and that your going to give her what she wants then theirs no reason not to go with you. however make sure their is not a husband cause the objection you can't overcome is alright this sounds great let me talk this over with my husband. all homeowners need to be present on this call. if they want to think about it, ( the dreaded let us think about it! ) try this say ok mr and mrs jones i have some paperwork to do out in the car from the project we put together for a new customer today so i'll go out to the car and take care of that and you guys think it over and when your ready turn the porch light off and on a couple of times and i'll be back in. it works! hope this helps be brave and dig in you will let us know of course the out come right?

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03-30-2007, 08:16 PM	#9
PressurePros View Profile PressurePros Deck Cleaner Send Message Follow Blogs (0) Threads (984) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Deck Cleaner Trade: Deck Cleaning, Staining, Restoration Join Date: Jul 2006 Location: Havertown, PA Posts: 984	Re: All You Sales Men Out There. Phil Rhea ! Vinyl, do you have his whole program? __________________ Ken Fenner Pressure Washing PA Roof Cleaning Services PA

03-30-2007, 08:54 PM	#10
red_cedar View Profile red_cedar Pro Send Message Follow Blogs (0) Threads (640) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Pro Join Date: Mar 2005 Posts: 640	Re: All You Sales Men Out There. If you are interested in the project and can make money at it, then do it in person. My roofs on average are about 25 to 30 thousand. It normaly takes 3 meetings face to face, to sign them up.

03-31-2007, 08:04 AM	#16
vinylguy View Profile vinylguy Pro Send Message Follow Blogs (0) Threads (513) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Pro Trade: vinyl decking railing fenceing siding windows Join Date: Mar 2006 Posts: 513	Re: All You Sales Men Out There. do you have a contractor their just to get estimates or are you serious about getting the work done? i would never just leave my estimate with anyone. i usally walk out of the home with the compititions estimates thats how i know what and for how much they sell for. as for pressure i disagree these people want to get their project done. so its my responsibility to show them why they want me and my company to do the work for them. i believe i would be doing them a disservice if i let them do their project with another company. cause i know were the best at what we do. ( and everyone on here should feel the same way or get into another business !) i also know we will protect them from scams con artist, bad craftsman, noshows, and shady people. look if you leave your estimate with the home owner and that shady contractor from down the street gets the job because he was $509.00 less than you after the homeowner showed them your estimate. than you just let that homeowner down not to mention you did not do your job cause that home owner was going to do the project anyways and you failed to show them why they should go with you. thats not pressure its doing your job! what else are you in the business for? are you making the money you want to be making? or are you just simply taking the jobs that decided to go with you cause your the cheapest? and your right it is about building relationships do you want to build one with the contractor after he starts your job and you find out he;s lazy and don't take care of business or do you want to build the relationship first this can be done in a couple hours because your proposing for marriage just a short term committment. yes i've listened to phil rhea his stuff works amoung others rick grosso dave yohoo tommy steel but it's all true and if your in this business to make money the money you deserve than you to ought to invest in somekind of sales programs now we do our marketing and sales programs internally but its all the same it just fits our style better. you can go broke building relationships or you can live a comfortable life building relationships its up to you. 1 last ? don't you hate leaveing the house and for the next week thinking i got this job we hit it off great just to drive by a day later and seeing your competitors job sign in the front yard? its dog eat dog out there! if you feel your the best and you know you can help the homeowner than do yourself and them a favour and take the work. its a win win situation for you and the clients hope this helps.

04-01-2007, 08:15 AM	#18
MattCoops View Profile MattCoops tile mason Send Message Follow Blogs (0) Threads (1,818) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity tile mason Trade: tile design & installation Join Date: Apr 2006 Location: Lowell, MA Posts: 1,818	Re: All You Sales Men Out There. ultimate, are you scared to meet with the customer? I don't see how you can make a proposal without sitting down face to face And how would they sign a contract? What if they had a question, how will you answer it if you're not there? Build up some confidence and go there and sell the job. You may want to consider hiring a salesperson. The initial visit you should find out what the homeowner wants done, what's their vision. And take some time to build a repore and ultimately "become friends" with the customer. Don't be another contractor with another estimate but a nice guy to do the job. Then go home and find a solution, giving your cusotmer some options (they like that, so your not dictating the project, they have some input), and work your numbers. Some jobs we close the deal right there within the first hour, because the homeowner is comfortable with us, and they can't wait to get started. Build a sense of urgency to start the project and be excited about it. Don't be like the last guy that just gave a lowball price and left. Why should the homeowner choose you? How will they benefit from working with your company? Set an appointment for a follow up to close the deal. Smile, make your presentation, and ask for their signature and deposit. Have confidence in your proposal and be friends with the customer and you'll get the job. Good Luck __________________ Matt with Cupan Custom Tile & Paint of Lowell, Massachusetts Design and installation of ceramic tile and natural stone for floor, wall, and countertops (978) 601-8774 \| cupantile@gmail.com \| view tile pictures and more Last edited by MattCoops; 04-01-2007 at 08:27 AM.

04-01-2007, 09:13 AM	#19
ultimatetouch View Profile ultimatetouch Ultimate touch Send Message Follow Blogs (0) Threads (776) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Ultimate touch Trade: General contractor, Remodeling Join Date: May 2006 Location: chicago Posts: 776	Re: All You Sales Men Out There. No Matt I am certainly not scared. When I try to set the second appointment she tells me to call her with the figures first. I have tried a couple of times to set the appointment. As for a sense of ergency, she wants to start in april or may, I am going to tell her that if she wants be set the crews up and schedule on such short notice, I will but she has to let me know within 3 days, I will tell her that I go on three estimates a week and its first come first serve, I will only take on two more clients for the next two months. Hows that sound. __________________ Ultimatetouch Illinois Remodeling Company, Kitchen Remodeling Chicago, Room Additions Illinois

04-01-2007, 09:42 AM	#20
Bill Z View Profile Bill Z Pro Send Message Follow Blogs (0) Threads (477) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Pro Trade: sun rooms and room additions Join Date: Dec 2006 Location: Indiana Posts: 477	Re: All You Sales Men Out There. Ultimate, Each of us has our own style of handling sales that we are comfortable with, it sounds like you are experiencing some discomfort in your own style, wondering how to close a particular sale. What's different about this customer? The 40 minute drive?, the size of the job?, the fact that she seems ready to sign? You asked a question in your post, "What are your thoughts". When you think about it, that's one of the best questions to ask of the homeowner. Isn't that what you want to know? What they are thinking about you, your company, your proposal, timing, when they are ready to sign, etc? Every customer has a preconceived idea of how it is to do business with you (or your company). Your job is the find out what that perception is and meet their expectations, or change them to fit reality. Some people call you because they perceive your company as the expert who can give them quality, others call everybody because they think that's the path to the lowest price without understanding that there may be a wide difference in the outcome. Most people fall somewhere in between. Your job is to find out what makes each individual prospect tick and what preconceived idea they have about you. How do you do that? Ask them, just like you did in your post, "What are your thoughts, what would you like to accomplish as a result of our meeting today?" Listen for how they see the process unfolding for them, then either jump into their mold or gently reshape it to conform to reality. Really listen, keep quiet and analyze what they mean. In the particular case you describe, she may be ready to go with you because of the references or maybe she's just a people pleaser who tells you what you want to hear when you're in front of her. To discover the truth, you may want to call her and simply say, "Mrs. Jones, I'm putting some of the specifications together on your addition. I'll need you to answer a few questions, then we can proceed together." Ask her some relevant questions about the job, listen to her answers then say, "Since I was at your home, what new thoughts have you had?" (Be Quiet!) She'll spill her guts. Urge her to tell you more by agreeing, grunting approval, and saying, "OK, that makes sense, tell me more". Ask about timing issues. "Since it's the time of year when everyone wants to get their name on our list, I thought I ought to get your views on start time?" Listen, grunt, and probe with your ultimate goal being to set an appointment to have her sign the contract. All of the above assumes that you stall if you meet resistance, find out what any obstacles might be then plan a path over, around, under or through them. To address the "pressure" issue, selling starts at the beginning, if you "open" correctly there's no need for a "close". Dig into what they perceive your involvement can be, and if it fits, just follow their process. Good Luck P. S. In your most recent post, it sounds like some of the magic is gone and she's into price. Unless you want to just get her off your plate, I'd never price her over the phone. You need to regain some control and tell her the only way she gets a price is to sit down and go over the specifications with you so you can make sure you've answered her needs and not overpriced her. Heck, I don't even think K-mart will give you a price over the phone. At this point she's in control, ask her why she only wants a price. If she trusts you, there's no reason not to sit down and discuss all the options so she can get what she really wants. You have nothing to lose by taking control. Last edited by Bill Z; 04-01-2007 at 09:52 AM. Reason: New post info...

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