Ask Me Anything About Selling Home Improvement

 
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Old 04-02-2017, 06:31 PM   #41
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Re: Ask Me Anything About Selling Home Improvement


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Originally Posted by NJ Contractor View Post
I have a couple of questions for you Dean,

1) What is your average job size in dollars?

2) Can you share "The Perfect Home Improvement Presentation" you've developed with us or do you charge a fee for this?

3) Can you walk us through how you close a kitchen remodel on the first meeting with a prospect?

4) I ran across this post you made back in January, so do you sell roofs, kitchens, baths, windows or online lead generation services?

http://www.contractortalk.com/f12/qu...1/#post5507577
Ill answer 1,2 and 3 today when I have more time. I can't talk about 4 because I don't want to get banned or this thread shut down again.
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Old 04-02-2017, 06:48 PM   #42
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Re: Ask Me Anything About Selling Home Improvement


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Closing on the first day is important because of the reasons you stated and also because there excitement level goes way down just a couple hours after you leave. When your there they might think what you offer is the best thing since sliced bread, an hour or two after you leave they might think it was " really cool" and tomorrow its "alright". you need to close the deal when there at a level 10 with your product and there trust for you and your company. Coming back a day or two later means you have to build them up again in order to close.

When you give them the price ask them if its affordable. " Every thing else aside if you wanted to do this would It be affordable?"

Whats the main problem your running into?
How do you come up with a price for the job?
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Old 04-03-2017, 11:51 PM   #43
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Re: Ask Me Anything About Selling Home Improvement


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Originally Posted by NJ Contractor View Post
I have a couple of questions for you Dean,

1) What is your average job size in dollars?

2) Can you share "The Perfect Home Improvement Presentation" you've developed with us or do you charge a fee for this?

3) Can you walk us through how you close a kitchen remodel on the first meeting with a prospect?

4) I ran across this post you made back in January, so do you sell roofs, kitchens, baths, windows or online lead generation services?

http://www.contractortalk.com/f12/qu...1/#post5507577
1- Average job size about 20k

2- The Perfect Home Improvement presentation is a 10 step process that walks the customer down a specific psychological path that eliminates and rebuilds all of there underlying core beliefs about why they shouldn't buy on the first day and allows you to close the sale in a way thats non-pushy, elegant, and empowering to the customer. Its designed to get them to a level 10 on your product, trust for you, and trust for your company witch are the 3 core elements that must be reached before the customer will buy from you. Tonality, pace, and body language are also crucial but can be learned very fast. Thats it in a nutshell.

3- A kitchen remodel would be closed by getting in the house, building rapport with the customer, asking questions to gain specific intelligence that you will use to close them later, Doing an inspection and figuring out what there looking for, building urgency, pricing it out, doing your presentation that will get there excitement to a level 10, there trust to a level 10 and there trust for your company to a level 10, and then going through a specific closing formula at the end that crushes there false buying beliefs and boxes them in where they can't logically say no. By the way you never sound like a salesman or like your "hard selling" while your doing this. Its all about staying in rapport, as soon as you lose rapport your done. Again its a specific multi step process that would take up the whole page to write out.

Feel free to ask about specifics on any part.
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Old 04-04-2017, 12:02 AM   #44
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Re: Ask Me Anything About Selling Home Improvement


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How do you come up with a price for the job?
Yes, please answer this one.
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Old 04-04-2017, 07:14 AM   #45
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Re: Ask Me Anything About Selling Home Improvement


What is happening when people are very busy and look at work and keep getting more work, but when you have no work you cant land a new project?

I have trained myself to behave like im always busy, without ever coming across as arrogant, is this something you have developed also?
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Old 04-04-2017, 07:39 AM   #46
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Re: Ask Me Anything About Selling Home Improvement


This is a strange thread. What's the pot of gold at the end of this particular rainbow? And how much?
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Old 04-04-2017, 07:39 AM   #47
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Re: Ask Me Anything About Selling Home Improvement


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Originally Posted by Dean Craig View Post
1- Average job size about 20k

2- The Perfect Home Improvement presentation is a 10 step process that walks the customer down a specific psychological path that eliminates and rebuilds all of there underlying core beliefs about why they shouldn't buy on the first day and allows you to close the sale in a way thats non-pushy, elegant, and empowering to the customer. Its designed to get them to a level 10 on your product, trust for you, and trust for your company witch are the 3 core elements that must be reached before the customer will buy from you. Tonality, pace, and body language are also crucial but can be learned very fast. Thats it in a nutshell.

3- A kitchen remodel would be closed by getting in the house, building rapport with the customer, asking questions to gain specific intelligence that you will use to close them later, Doing an inspection and figuring out what there looking for, building urgency, pricing it out, doing your presentation that will get there excitement to a level 10, there trust to a level 10 and there trust for your company to a level 10, and then going through a specific closing formula at the end that crushes there false buying beliefs and boxes them in where they can't logically say no. By the way you never sound like a salesman or like your "hard selling" while your doing this. Its all about staying in rapport, as soon as you lose rapport your done. Again its a specific multi step process that would take up the whole page to write out.

Feel free to ask about specifics on any part.
1. Pretty impressive - in your first post you stated that you do $200k per month (even though you no longer have to), so you close approx. 10 of these per month. How many clients do you see in a week and how do you obtain these leads?

2. My business is based on honesty and integrity. We have never been without work in 20 years, with very little to no advertising. I would not feel comfortable walking my customers down a specific psychological path. In my opinion, this sentence makes you sound like a charlatan trying to peddle your wares, whether it be your remodeling services or your "perfect" home improvement presentation.

3. While this might work for someone selling work such as roofing or windows, most of our projects are full custom remodels and exceed $100k. It would be impossible to close and walk out the door with a construction contract on the first meeting. My initial consultation is to find out if we are the right fit for the project and the if the client is someone I want to work with. The next step is either a pre-construction agreement or a design agreement. From there on out they are paying for our time whether it be for estimating or designing. 99.9% of these projects go to construction contract and get built by us.
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Old 04-04-2017, 07:53 AM   #48
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Re: Ask Me Anything About Selling Home Improvement


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This is a strange thread. What's the pot of gold at the end of this particular rainbow? And how much?
What do you mean? Our friend Dean, being the successful home improvement sales rep that he is, has made so much money that he no longer needs to sell but just does it to keep the "muscle" strong. He is so successful in fact, that he has developed a system to "share" with us so we too can be just as successful. He is doing all this out of the kindness of his heart and not to make a buck on any of us hardworking contractors that frequent these forums...
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Old 04-04-2017, 11:15 AM   #49
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Re: Ask Me Anything About Selling Home Improvement


what is the ten step process?
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Old 04-04-2017, 05:10 PM   #50
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Re: Ask Me Anything About Selling Home Improvement


I still want to know how many canvassers you have to bring in these leads.

How many houses do they nock on in a month?

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Old 04-05-2017, 02:56 PM   #51
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I still want to know how many canvassers you have to bring in these leads.

How many houses do they nock on in a month?

Sent from my XP7700 using Tapatalk
There's about 3 vans full of people that go out everyday so i'd say like 15-20 canvassers. Not sure how many doors they knock a day, I know the quota is to set 2 appointments a day. Most of them are just money Hungary high school kids equipped with a good pitch and training.
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Old 04-05-2017, 03:00 PM   #52
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Re: Ask Me Anything About Selling Home Improvement


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What do you mean? Our friend Dean, being the successful home improvement sales rep that he is, has made so much money that he no longer needs to sell but just does it to keep the "muscle" strong. He is so successful in fact, that he has developed a system to "share" with us so we too can be just as successful. He is doing all this out of the kindness of his heart and not to make a buck on any of us hardworking contractors that frequent these forums...
Writing 200k a month in business for a company is really really good but it's not as drastic as your making it seems. If you go to any big home improvement company that has a decent size sales team there will always be 1 or 2 guys preforming at that level. Its common. also I didn't develop the system, it was developed by people far smarter and better then me at selling, I've only perfected it and added a couple things that make it better. Most things in sales aren't new. there passed down and made better along the way. I wish I could take credit for inventing it though.
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Old 04-05-2017, 03:08 PM   #53
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Re: Ask Me Anything About Selling Home Improvement


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1. Pretty impressive - in your first post you stated that you do $200k per month (even though you no longer have to), so you close approx. 10 of these per month. How many clients do you see in a week and how do you obtain these leads?

2. My business is based on honesty and integrity. We have never been without work in 20 years, with very little to no advertising. I would not feel comfortable walking my customers down a specific psychological path. In my opinion, this sentence makes you sound like a charlatan trying to peddle your wares, whether it be your remodeling services or your "perfect" home improvement presentation.

3. While this might work for someone selling work such as roofing or windows, most of our projects are full custom remodels and exceed $100k. It would be impossible to close and walk out the door with a construction contract on the first meeting. My initial consultation is to find out if we are the right fit for the project and the if the client is someone I want to work with. The next step is either a pre-construction agreement or a design agreement. From there on out they are paying for our time whether it be for estimating or designing. 99.9% of these projects go to construction contract and get built by us.
1- 3 appointments a day. Of course not all show. They are booked through canvassers or calling past customers.

2- My business is based on honesty and intercity also. Sales is not about lying. But you say you wouldn't feel comfortable walking them down the path to saying yes... why not? ( I really want a good answer to this question)

3- The two biggest deals of my career were both closed on the first meeting. One was 89k and one was over 100. How long does it take you to design the kitchen and price it out? sounds like this is the process that needs to be more streamline. What your doing now is absolutely fine if its working for you but if you ever want to grow and hire sales reps then you have to close the deal on the first day.
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Old 04-05-2017, 03:09 PM   #54
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Re: Ask Me Anything About Selling Home Improvement


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Most things in sales aren't new. there passed down and made better along the way.
Bears repeating...
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Old 04-05-2017, 03:10 PM   #55
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Yes, please answer this one.
look at the job, go to the car, price it out, go back inside and sell it.
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Old 04-05-2017, 03:16 PM   #56
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Re: Ask Me Anything About Selling Home Improvement


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Bears repeating...
Yep, every sales guru you'll see out there on youtube got there material somewhere, anyone whos worth listening to will have gotten it from years of real world experience in the industry. The basic tenets of selling are always the same there's just different formulas, step by step systems, language patters, ect to achieve the basics. When I say I developed what I call the perfect home improvement presentation I mean I developed what I believe to be the best version of a proven system.
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Old 04-05-2017, 03:40 PM   #57
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Re: Ask Me Anything About Selling Home Improvement


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2- My business is based on honesty and intercity also. Sales is not about lying. But you say you wouldn't feel comfortable walking them down the path to saying yes... why not? ( I really want a good answer to this question)
Maybe another way of saying that is to remove reasons for the customer to say no and NOT move ahead...

People generally always follow the same pattern in choosing a company... Company, Product, Service and Price... most times in that order... everyone has ways of saying it for their particular company, but it comes down to those basics...
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Old 04-05-2017, 03:47 PM   #58
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Maybe another way of saying that is to remove reasons for the customer to say no and NOT move ahead...

People generally always follow the same pattern in choosing a company... Company, Product, Service and Price... most times in that order... everyone has ways of saying it for their particular company, but it comes down to those basics...
Great way of putting it. It's all about breaking and rebuilding there false buying believes, which like you said, removes all reasons for them to say no.
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Old 04-05-2017, 03:55 PM   #59
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Re: Ask Me Anything About Selling Home Improvement


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look at the job, go to the car, price it out, go back inside and sell it.
You price everything in your car?
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Old 04-05-2017, 03:59 PM   #60
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