Getting Undercut

AAPaint

Yup, that's what I meant. I guess you just have to turn abrasive with questioning when the client does with objections. I mean, at that point, what do you have to lose? I guess I'm too much nice guy and probably let people like this off too easy. I appreciate the advice though......

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-AAPaint

AA Quality Painting & Pressure Washing LLC
Jacksonville Painters
Jacksonville, FL.

lornmastro

thats me too AA, i need to work on my sales skillls badly...thanks for the advice mike!!

Mike Finley

WHOA, abrasive? Never!

You don't have to be abrasive, in fact it is just the opposite, it is killing with kindness. What comes out of your mouth and what is turning in your head can be completely different. You just keep smiling and asking focused questions as nicely as possible, you're never going to get what you want from people if you are pissing them off. When you get BS out of their mouth you don't openly react to it, but you don't just accept it. You keep asking more and more defined questions. When it comes to sales, I rarely ask a question I don't already know the answer to.

I could careless if when everything is said and done the customer thinks they got something over on me, took advantage of me in the negotiations, thinks they controlled everything. In fact that's a great signal that just the opposite happned. Always do things where the customer thinks they are winning, because in the end the real score card for your business is how big the owner's salary is, not your ego.

Downeast

I have always asked questions right back at them. I would have said ,what are they doing for 4 hun ? There is going to be conversation through out the interview. Just when they get bossy or seem not to respect you that the walking papers are in hand.

Respect and attitude is a two way street in my opine.

copusbuilder

I would think that ones approach would vary depending on how bad they need the work. In my current position I would not walk but run from a customer like that. Even if only for the fact that I would resent someone trying to beat a $400 dollar paint job.
Don't get me wrong, I have been in the position where I have had to get work and eaten more than any mortal man should be asked to eat.

Like Downeast said "Respect is a two way street"

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AkA Richard Cranium

AAPaint

Ok, now I'm getting a better picture. I'm good at playing curious george...it's my nature anyway to ask a million questions.....but I can honestly say I haven't been doing enough of it on estimates.

__________________
-AAPaint

AA Quality Painting & Pressure Washing LLC
Jacksonville Painters
Jacksonville, FL.

Double-A

Jonesy, I hate to say it, but you made the first mistake in this whole scene.

You didn't get the husband there as well.

"Mrs. Crabapple, I can meet you there on Thursday to look over the job and answer any questions you might have. By the way, will Mr. Crabapple be there as well? I'd like to be able to have you both there to answer your questions and to discuss particulars."

No Mr. Crab, no estimate. Just look at the job and offer to meet with her to go over the numbers, with Mr. Crab.

"You can't sell to someone that isn't there."

Mike is right on the money. If you don't find their "pain" they won't buy a thing.

Always follow up on these type of put offs. Don't let a client tell you they have to think it over with someone that is not there. Offer to go with them, or call the husband for them. Find the real reason and address it.