Our MagicPool friend is correct... ya need to learn to qualify Steve
Anyway, does anyone ask homeowners to give you a call before deciding to see if you'd be willing to match the price of the other company?? (But not worded like that)
Never. It kinda gives a bad vibe to the customer. I have had salesmen use that line on me, and I dunno about you, but it leaves me kinda thinking... well, just give me your best price now- you are sign-posting me that you can go cheaper, why are you not giving me your best now, do I not deserve it?
I generally don't match prices. My prices are fair for the work I do, and the products I use. I'm not the most expensive out there, but I'm not the cheapest either.
Tell your customer (not us) that your prices are fair, and ask when they want the job done... they'll be quick enough to tell you if they are not ready yet
I will admit my selling skills need to be improved... I just don't know how to sell in a fashion that takes price out of being an issue. Especailly when you're not the last person to give a quote.
First person, last person... middle person- it don't matter. Just have a nice presentation and build the value- think value, not price... and ask your customer to think in the same way. DO folks really want the best price? - or when we say we want the best price- do we not mean we want the best value?
If I were in your position, I would build a presentation, your presentation should kinda be like a story, practice on your wife, kids, neighbors, anyone... and keep practicing. Build your story, don't rush into it when you arrive at your customer meeting, ease you way in...
Start your sales meetings by chatting generally, ask your customer how he found you, how long has he been thinking about getting this job done, why not just change out all his windows for some beautiful new Pellas, ha! (yes they are expensive, that's where our products come into play... how much do you know about the benefits of windows tinting Mr Customer?) what does he/she do for a living? how long have they lived here? this is a busy business and office neighborhood, has the buyer noticed how many other offices in the area are using window tinting? - now if things work out between us Mr Customer, if you love the products and the pricing is acceptable, when are you hoping to have the work done?
Just chat... just be yourself- don't worry, be happy! and build your story, make your product presentation interesting, smile, have fun, ask questions, ask the same questions again using different words, stress what is important and inform the customer about what is not, make every appointment better than the last, make sure you have your order forms and contracts to hand
And if you are consistently involved in competitive situations, start defining and redefining what makes you, your product, your service, your proposition... UNIQUE- ask yourself the question, why should customers buy from you and not the other guy, would you buy from you?
Don't try and sell, just help folks to buy from ya! - put yourself in your customer's shoes and think about what motivates them, what gets them to the point of saying... ok Steve- let's do it! - is a check ok?
Minimize the customer's decision, it ain't life or death... it's just some real nice, high quality window tinting which will save money- not cost money, the value is in what the product does, not what it costs. Yes there are competitors, there are other guys out there who do similar, but nobody does what you do, nobody offers the same service, nobody can come close to offering the value that you do- even the guys who are half the price! - heck! you wanna do the job once and get it right first time, anyone can sell the customer cheap, but value is what will win the day, and you build that value by talking and chatting...
Quality
Scuze my ramble, hope some was of some benefit, and listen to Pool Guys from Florida who talk much sense!:001_tongue: