Closing A Sale

BMAN

Recently I have had a couple discussions with other owners about sales style. Mine is very unagressive. I usually write up a proposal based on my conversations with a customer (potential) and then leave a copy with them and tell them to call me if they have any other questions. People tellme that I should be more aggressive in closing the sale at the initial meeting. I am not sure that is a great approach for painting but I can see the reasoning in remodeling. Whats your style?? ANyone have suggestions? I have seen the post about pictures used in closing, is anyone else doing this?

rbsremodeling

BMAN

I am a very laid back sales man and it has served me well. I give verbal pricing on the spot and try to work out a comfortable range before I leave the estimate.


At that point when I email my bid, it is a Price, scope of work and draw schedule ready to sign.


My goal in 09 by summer is to have a kitchen and bathroom book, laptop and printer and sit with customers and try to close kitchen and bath projects on the spot.

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IHI

Same style here, here's my bid, call me if you want us to work for ya. I hate trying to be sold, i cant sell myself since i suck at it, so instead i build repour and respect that has finally repeated results of a self generating machine of clients and their friends...it just took me 7 years for it all to start working like a greased machine and not a prototype but instead of clients, i have friends since i build not only projects, but trusted relationships..you cant do that selling somebody in a night...but like i said before, every region is different and different tactic are needed. We're laid back here in IA. so a person's word goes alot further than it does in larger urban area's i guess.

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Five Star

i agree ihi i bring a photo book with 8x10 pic,if i can, i give them a # and see where i stand .if i see there eyes popping then i know that its all about price and they couldnt care less whos actually doin the job.

i dont believe in high pressure sales or trying to close them in one night on a kitchen or bathroom.small jobs yes those i try to get the same night.

if you try to close a kitchen in one night or a larger $ job you start to push and most likely lose them. just my opinion

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rbsremodeling

I use to think that because I am laid back on sales, but I have seen companies that do it. I want to try it out and see. There have been a few estimates that if I have the contract available that day I could have gotten it signed. I just want to be a bit more productive these days.

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Framer53

You first sentance is wrong, the rapore you are working on is selling yourself. Why not ask them for a contract, they won't bite and you might find out they are ready to sign?

Five Star

give it a try, just dont be to eager or pushy. you dont want to look like you need it rather than we can do this!

some people like smaller guys because there not just pushy sales man looking to meet a quota!

do you bring them samples of countertops and cabs,tiles to there door..? or do you have a showroom you take them.?

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rbsremodeling

Both. I keep samples of the stock stuff in the truck. I don't even take stuff out until I have a look see and give a price.

I could not be pushy if I tried its just not my nature. I have been selling home improvement stuff for years its really second nature to me. I just know its time to improve it some more.

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Five Star

sounds good rbs, and i wish you the best

i usually take a deposit and the bring them to a granite wholesaler to pick out slabs etc.

we rarely do stock cabs. mostly omega,ultra craft, plain and fancy, etc.

its hard to sell a 50-60k just cabs on a first visit here.

i was looking into opening a show room 2 yrs ago..but today im glad i didnt, im gonna start looking for those stock cab jobs.. high end is not moving.

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IHI

Dont need to, I keep a small and tight ship so i'm not forced into HAVING to make $500/day just to break even...i did that 2 years ago and found quickly it was'nt worth it. So like i said, my work comes from the ever expanding circle of freinds i've created, so 99% of the time the job is sold before i ever arrive to measure/speak to them, it's just a matter of ironing out the small details and fitting in the most work for their budget.

5 years ago i had the drive to get big, get office space with a warehouse, get salesmen on staff and really get big time. But as the years go by i've all but given up trying to find good steady employee's that are worth 1/5 of what they think they are and the headaches that come with them. I have 2 seasonal guys that think like bizness owners, know what it takes to get anything we bid done and do it as quickly and effeicently as i do/would, I pay them very well and i try to think of our team like the construction swat division, we get in, and get out fast/effeicent and onto the next one. vs years past going through new guy after new guy after new guy....i keep my overhead small so i come and go as i want, wheni want and have minimal stress. If the bills are paid, i'm gett'n laid, and can race every weekend that's all i need right now not interested in trying to become a millionare.

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rbsremodeling

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ruskent

I wouldn't say I am pushy but I am aggressive. Often for larger projects, people are not ready to move foward after the first meeting. I normally present a design proposal on the first meeting. They might not be ready to commit at that very moment for a design. I stay in there face, either by calling or just stopping by when I am in the neighborhood every month. I don't let the people forget me. But I never I get pushy with people.

I really don't have a salesman mode. Its just a 'matt mode'. I recently had a few clients try to recruit me to come work for their companies as a salesman.

IHI

I let it go, again, not needed and did'nt need the reoccuring expense of it though minor I'll get in and knock it out of the sig same with yellow pages ads, dumped them too since they only produced low priced, penny pinching scum wasting my time. I have no real intrest in customers outside my circle of "freinds aka past clients", dumped the BBB yrs ago since that's the second biggest scam behind insurance, and stopped being a member with the local chamber of commerce. Saving big buck every month, and still seeing gross sales grow every year since conception. But like i said, it took me some tough intial years to build up a client base that started self generating, and i prefer only conducting business with people who will not be wasting my time without some sort of sales manipulation on my part..i'd rather be spending time with the wife and kid that going through some song and dance routine.

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Mr. Mike

For painting the one call is doubly profitable than the shoot ducks in a barrel order taking approach! Some of my best one call closes were on the most expensive jobs ever. Here is a link to another thread for you.


Visit --------Close thread-------------



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