Sales Presentation. Hows Yours Look?

ultimatetouch

I feel my strong point is the warm and getting people talking to me. I really feel that I need a stronger physical presentation book. Showing pictures, showing poor addition jobs and what we do to prevent the bad jobs. Somthing also to show them how the process unravels (now I tell them the process and explain it).
The way I currently do it:
1Enthusiastic returning calls and selling the appointment.
2Try to get both parties there to answer questions.
3questionaire (wants and needs survey, tellyou how to sell them)
4warm up at before, during and after survey
5pictures
6give them a ball park idea of how much the project will cost
7set the second meeting (some times people say I am not signing nothing today, I say I wouldnt expect you to because theres nothing to sign)
8 second meeting. walk though the house discussing in detail what we have previously talked about. Explain with enthusiasm.
9present them proposal hopefully matching budget previously discussed.
10Ask for the sale if I am feeling there ready to go.
11follow up until I get a yes or a no. Usually once every two weeks.

How does your process go? What does your presentation book consist of?

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Ultimatetouch
Illinois Remodeling Company, Kitchen Remodeling Chicago, Room Additions Illinois

Grumpy

Mine is step by step what they can expect. The warm up is not at all in the book of coarse, the book is somewhat on the technical side, and it's the sales reps job to explain in words the customer can understand what they are seeing and what the customer's benefit is.

Each pitch book is different for each system. It's just step by step pictures showing thwem what they can expect. It puts heavy focus on the things we do different so the customer understands apples to apples.

The want need survey is something we verbalize. What do you like and dislike about your current roof? What are you hoping from from your new roof? Asking questions like these they will tell you how to sell them.

Our process is similiar to yours.

ultimatetouch

Grumpy,

I ask them the questions for the survey and then fill it in for them. When I look back at the larger jobs, I used the survey on just about all of them. I make sure I tell my customers that I am going to help them with there agenda and not mine. So many people probably lose the sale because there selling what they want to the customer. I cant see the sense in that.

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Ultimatetouch
Illinois Remodeling Company, Kitchen Remodeling Chicago, Room Additions Illinois