This Is How Your Prospects Want You To Act

J. Sullivan

Brand new client calls today and says he really wants to know what he should do during a sales presentation. He says he has tried this and that, and her cousin too, but nothing seems to work. If only he new what his new prospects wanted him to say and act. Well gents, here is the list of what your probable purchasers want from you:

1.Just the facts jacko. Keep it simple, keep it concise. Differentiate yourself and certainly don't give me too little info, but I don't need you here all night.


2.Always tell me the truth, but never ever ever ever use the word honestly. You make me nervous when you do that. Just straight shoot me, because if I know your bull****ting, your OUT


3.Be ethical and moral. Don't try and rip me off, and don’t talk to me like I'm stupid. I'm going to be your boss, and I'm in charge of your paycheck. You want to get paid don't you?


4.Have a genuine reason for me to buy what you're shopping. If I don’t really need it, and you know I don't really want it, I'm looking elsewhere.


5.If I do really need it, make sure you explain fully just why I need it.


6.I wanna see some creds, pal. People lie. Unfortunately, a lot of people lie a lot when it comes to business. Show me some prior work or a testimonial. Then I know someone else bought what your selling, and I feel more comfortable writing this check.


7.Tell me how you are going to take care of me exactly after I sign on the dotted line. I've been burnt bad in the past, and you wouldn't do that to me would you? I'm jaded and fragile, so hold me tender and tell when it's going to be ok.


8.Show me that the price is fair. I'm not looking always looking for the cheapest, and I'm certainly not always looking for the highest, but I want someone who isn't going to rip me off. Show me how it's fair, with either similar projects you have worked on before, or encouraging me to get other estimates and assuring me yours will be in the ballpark.


9.Do I have options on how to pay? If I can't afford to pay all at once, what can you do for me? I like plastic more than paper, do you handle that? Take anything in trade?


10.Give me choices, but offer consultation. Again, don't bull**** me on the upsell, unless there is a real reason to buy it


11.Reinforce the decisions I make. I'm nervous spending this much money, and we hardly know each other. Make sure I am comfortable.


12.Listen to what I am saying. Actually listen. If you show up for a kitchen remodel, and I tell you about a deck I was maybe thinking about, I hope you heard me. Otherwise, you loose money.


13.Make me feel special. I don’t need to be told I am a unique snowflake, but I do need to know that you are going to invest yourself in my job. I want someone in tune to what I want running the show, not some jackass.


14.Don't sound like a salesman, be a friend. Don’t try salesy gimmicks on me, or I'll think your strapped for cash. Then I wonder why you're strapped for cash, and what corners you will cut to get it. I want you to be my friend, and treat me like one.


15.Deliver what you say you will, when you say you will. Of course I understand when something really comes up and you can't get certain things done, but I get nervous when I don't see you around anymore. Hit your deadline, or come damn close.


16.Help me buy, don’t try and sell me. I want to buy stuff, I really do. I just like it to be my decision, not yours.


Now if you are wondering where I got this list of things customers want, I will tell you, but you must keep it a secret. No one knows about it, and those who do usually want to guard it because they became very successful because of it.

I called up my happy customers, the one's who give referrals for me and asked them what made them buy. I wrote it all down, every single one, and then called the other list, the people who didn't order. I asked them what I had done wrong, what made the sale go awry. Some hung up, some gave me answers, and two others bought something. But that's where I got the list, and that’s how you can make one of your own.


Good luck, get that money.

·J.

__________________
I'm a web dude, and I do web stuff.

Jason Whipple

You're makin' me miss Syracuse! Straight shootin' and no BS!

PM me when you get 20 posts.

Oh, and thanks for your advice!!

__________________
Jason E Whipple, General Manager
Historic House Restoration, Cincinnati, Ohio
Facebook | Twitter

Susan Betz

Great list. Fix your spelling/grammar errors, dammit. You're making me crazy.

__________________
Fences of Distinction, Ocala, FL
http://www.fencesofdistinction.com

J. Sullivan

Haha Well now the weather is about right to miss Syracuse.

Susan, because you asked, I will be more cautious. At least it means your reading it, right?

__________________
I'm a web dude, and I do web stuff.

Jason Whipple

I take it the ribs at the Dinosaur are still good?

__________________
Jason E Whipple, General Manager
Historic House Restoration, Cincinnati, Ohio
Facebook | Twitter

J. Sullivan

hahah funny you should mention that, I just went two days ago and had the pulled pork. I didn't realize it, but you can buy the frozen sandwich's and ribs at Wegmans. If we ever do business together, I'll send ya couple, how's that sound. haha

__________________
I'm a web dude, and I do web stuff.

Jason Whipple

Sounds good! But it's better on site, I may have the perfect excuse to catch a sunday blues show and a BBQ now! I'm only about 4 hrs away.

__________________
Jason E Whipple, General Manager
Historic House Restoration, Cincinnati, Ohio
Facebook | Twitter

J. Sullivan

Too true, too true!

__________________
I'm a web dude, and I do web stuff.

MarkNoV

That is good stuff J.

All I know about Syracuse is that my neighbour is the head coach of the Crunch.

Thanks
Mark

kevjob

great info welcome

__________________
Kevin
Basement Finishing Highlands Ranch Colorado
Littleton Colorado, Basement Remodeling
Kitchen Remodeling Denver

Carport King

Great post J keep it coming I will print it out and give to our design team.
Thanks

KentWhitten

Looks like we have a really good contribution to the site. Thank you Mr. Sullivan, good advice.

Nice way to put it. Puts a nice image in the head.

I have one that I heard from one of my workers awhile ago.

The 6 p's

Proper Planning Prevents Piss Poor Production

__________________
If you correct your mind, the rest of your life will fall into place ~Lao Tzu

Custom Cabinetry - Portland, Cape Elizabeth, Scarborough, Kennebunkport, Yarmouth, Falmouth, Cumberland, Ogunquit, Maine

Salmon Falls Cabinetry

mickeyco

I see you're a drywall guy , I was wondering if you good give me some pointers on doing inside corners, that is unless you're not a drywall guy and just said that so you could post a bunch of spam here.

I'll take your advice and try a denial of service attack over at Fin***op.com.

__________________
Some people climb mountains. I take out the trash. But we both do it for the same reason.

vinylguy

j.
what is your web site?
great info i need more!

Jason Whipple

I'd like to see it too! You've been very helpful to us! Great new ideas and thoughts!

__________________
Jason E Whipple, General Manager
Historic House Restoration, Cincinnati, Ohio
Facebook | Twitter

BuenaHomes

I agree,but (not all is true) about 45% of what you wrote its practical here where I live in my area.Why i said this, if you go out there, you quickly find that even by practicing all of your well intentioned advise, you will not nail down the job. Simply as it sound, life out there its alot harsh than it sound.

Make it a great day!

__________________
Ventura, California, BUILDER