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contact Tommy Steele and Home Improvement Sales Training.com here
Thank you for making 2008 our best year at
Home Improvement Sales Training.com!
We are working on some exciting projects.....
click back often, or stay tuned...for details.......
OK Summer's here time to "sell up a storm!" what will it be?
"Churn & Burn?" or "Watch Them Earn?"
Managing a Home Improvement Sales force means challanges and opportunities. It's very frustrating to have a confirmed, interested qualified lead, only to have to reschedule it because there was nobody was availabe.
Knowing that there are a finite amount of leads, is it a good idea to add extra sales reps? Remember adding an additional sales rep to an existing staff of four means a 20% reduction in leads to each current rep. The implications for bad morale should be apparent. This is why skilled reps quit. Yes, it is impressive to double the size of the sales force, yet consider a family dinner planned for four and the implications of having to feed eight. Obviously the portions become much smaller, possibly not even enough to sustain life! This is the same threat we face when staffing a sales force. Does it make sense to alienate and punish your proven loyal sales force? Good help is hard to find, yet making life harder for those same people is not the path to sales success!
Have you been on the SST? No, it's not the supersonic airliner, it's Super Sales Training from
Dave Yoho! The info provided on each teleconference can add to your sales results immediately.
During a recent session Mr. David A. Yoho examined one of the most critical aspects of the in-home sales process, where TRUST is established.
The has been called "petting the goldfish" or "warming up". This is the time when the sales rep attempts to build a positive relationship with the prospect(s).Remarking on collectable items and pets had been the norm for years. Yet just like the extinct milkman, times have changed. Prospects do not have the time for idle conversation with a stranger in their home. Because of the preconceived, negative impressions prospects have about sales professionals,any traditional attempt to sell the product will be met with adversity.
Mr. Yoho explained the importance of the prospect(s) RESPECTING the sales rep. This is important because if the even prospect likes the sales rep,
inherent adversarial nature of the relationship can not be ignored by the prospect. In other words they think "This person is soley here to SELL me something.I do not want to be sold or otherwise victimized!" This is why before anything can happen the prospect must respect you- not as a salesperson but as an INDUSTRY SPECIFIC PROFESSIOAL!. In this case, a Home Improvement Professional. Don't forget you are not being paid as a designer (fee for service),You are still there to sell the deal, TODAY!
February 1, 2008 "Milkman" Copyright 2008 Tommy Steele
For those of us born before 1970 remember the days of home milk delivery. Waking up in the morning, opening the front door and inside the
milk box would be milk, juice or even doughnuts! Since the 1970's dairy consumption in the USA has increased dramatically. More people are
buying the product than ever before. So that would be good for those in the milk business right? Well NO! Consider the "Milkman", the person
who sold the product at retail is no longer employed in that capacity.
What does this have to do with SELLING HOME IMPROVEMENTS?
Hearing an experienced Remodeling Contractor describe recent sales results reminds us of the above-mentioned "Milkman". The Owner said
"my sales rep ran 20 leads and only sold three gutter jobs. I know for a fact that these people are going to buy trim and gutters somewhere so
I am not happy with my results!" Yes the volume of home improvement products and services may be at an all time high, yet proper marketing
and sales techniques means we must focus our efforts on the proper selling situation.
In other words, if you are attempting to sell "on a one call close" and you are constantly facing skeptical, hostile prospects either your sales method
should be addressed or your marketing dollars should be spent elsewhere. We do not want to go the way of the "Milkman". He is extinct!
Seasons may change, yet the need to write good business
is ongoing. With the new year and upcoming Spring projects,
many homeowners need to take care of that important project.
It could be a new bathroom, entry door, deck or windows. A consumer may contact several contractors with similiar, and in some cases, identical samples. If the product is the same, how can one price be higher than another? Why would a homeowner
gladly pay more for a "comparable" home improvement project? Building value throughout the presentation
is essential. Building value also makes your company uniquely superior to any and all competitors. Of course an
idea, fact or concept introduced to a prospect, must be internalized by the prospect. In other words, the prospect
must think it is his/her idea to embrace the value displayed during the sales presentation. Capturing the power of
human emotions allows the trained professional to appeal to the emotions that matter most to the prospect.
Most of what is written here may be viewed as common sense, yet an objective protrayal of the issues faced in today's selling environment provides a starting point to build and enhance the sales presentation. What is called here "eliminating multiple alternatives" means showing that you are the best in every way. Hence there is no need (in the mind of the prospect) to waste time considering lesser alternatives.
"When is THREE'S COMPANY
and FOUR'S a CROWD?"
As seen in the photo the leaves are changing, as is the Season. One thing that never changes is human nature
and the desire to get as much information as possible as soon as possible. Given the hectic schedules that exist
in some households, sometimes a homeowner will schedule 2 different estimate/appointments at the same time!
To the seasoned home improvement sales professional this is indeed an affront showing blatent disrespect for the rep.
I can recall a kitchen appointment with a "Mr.& Mrs. Prospect", shortly thereafter a fence sales rep arrives at the door
and was invited inside by the homeowner and then went out in the back yard to talk with Mr. Prospect
(who himself wanted a fence). He told me to "go ahead with Mrs Prospect" and give the price to her. Obvoiusly this is
not an ideal selling situation! Without confronting or offending the prospect I made a graceful exit under the guise of
needing more samples etc. What should be done in this case? I am certianly not there to battle the other rep!
If a prospect does this malevolently they are not suitable prospects worthy of your time.
2009 is here that means it's time to "hit it hard" with more sales, and less "be backs" on sales calls and less "go backs" on installations!
 How do you ask for the order or close the sale? Do you figure the price in the comfort of
your truck cab, or do you make a detailed, comprehensive, empassioned, yet sincere
presentation at the prospect's kitchen table? While it's possible to sell some deals while
ignoring the realities of the situation, an effective use of resources requires that
a proper sequence of events take place in the prospect's home. To sell home improvements
means asking for the order without offending a reasonsble person. There are many aspects
to a structured sales presentation that can be found in the resources offered here.
Cynicism Prevails
On a recent appointment/client observation I heard a homeowner/prospect say "if you say so" after
credentials and customer testimonial were presented. Even though the credentials were properly displayed
with State License number, insurance coverage and several hundred installed jobs in that same zip code, the
prospect replied: "You've got the gift of gab". One statement was based on distrust, the other was
based on resentment. In this case resenting the fact that the rep spoke with a pleasant voice, in
concise polite terms. Questioning statements pertaining to credentials is tantamount to questioning
integrity. In either case embedded emotions in the mind of the prospect prevent a rational objective analysis
of relevant information. These same emotions exist with most prospects, but not to the extent mentioned
before.
Proper Home Improvement Sales Training addresses the important emotional concerns displayed by
prospects. Selling Home Improvements is an ongoing endeavor where the primary participant (sales rep)
must adhere to a structured program thus assuring positive results.
Are you facing price objections and lower priced competition?
Has this always been the case?
Today with an abundance of information many consumers consider themselves
self-appointed experts. When we also consider the fact that many prospects view
the sales professional as suspect, closing the sale has become somewhat more difficult
at times. Knowing that human emotions control the purchasing decision allows us to
formulate a sales presentation that will embrace and utilize this fact. We can not expect a
person to make an emotional decision based on a logical set of facts. Emotions and
beliefs become sacred dogma in the mind of the prospect. We know prospects want
the product to work as intended and that they want a "good deal" on the price...
We all like to think of ourselves as rational, clear thinking individuals.Considering any major purchase, issues of price, quality
and value are the main concerns. Would it not be reasonable to conclude that most people want toget the best project/product
at the best price? Yet where is the logic in in the following statement?
"I like the product and the price, but even if the job
was only one Dollar I would not buy it today!"
The preceeding statement is driven by emotional factors or core beliefs in the mind of the prospect.
Because of the emotional nature of consumer purchasing decisions, a sales plan based on a rational
appeal to reason will not address the main obstacles to the sales process. A decision to buy is based
on emotion, people THEN seek ways to justify their decision rationally. Outdated selling techniques
fail to accept this fact. Knowing WHAT objections/obstacles we must address, and more importantly
the reasons WHY, are critical componets of a Home Improvement Sales Training program!
If "selling" is the successful transferrence of beliefs from one individual to another, all aspects of the
interaction must be utilized to build on the prospect's main concerns: fear of loss, criticism from others,
as well as the desire to gain, and acceptance/approval of key individuals. In order to close the sale the prospect must see YOUR company/product
as unique in several vital aspects. Consider various replacement windows, siding, and roofing samples and products, and the fact that most contractors use the same samples and install a similiar, if not identical product. How can a unique aspect to such a project exist?
This is one of the many goals of a properly structured Home Improvement Sales Training program.
Excellent sales training is important, yet incompetence and arrogant misuse of language
can make what would normally be a difficult task nearly impossible.
Click here to read "BONEHEAD MOVE OF THE YEAR"
Thanks to www.homeimprovementsalesmanager.com you can see the latest conbtribution from
"America's Favorite Home Improvement Salesperson",Tommy Steele.
"We've heard this sales pitch before"
The busy season for our industry is here. This means running more leads and writing more deals. As a professional sales rep you have been properly trained with a true passion for your product. So what happens when we arrive for a sales presentation and the first thing we hear is :
"You don't need to go through your sales pitch, we've heard it all before"?
Let's examine what the prospect is saying, and more importantly thinking:
"You don't need to...." This arrogant display of contempt for the sales professional is omnipresent throughout our society. There are many reasons for this contempt including envy. Most people have tied to sell some product at some point in their lives and most have failed. Can you Imagine this same prospect walking into an another professional's office and to begin telling them how to do their job?!?
So when you hear "You don't need to....." You need to acknowledge the seriousness of the situation and act accordingly.
"Go through your sales pitch..." This is a blanket dismissal of any thoughts or concepts you are trying to convey. Regardless of the validity of your claims, they will be ignored or rejected by the prospect. Would it make sense for ANY professional to accept work advice from someone who has never performed a given task? Of course not, yet the same prospect who would never question a physician for example may find the need to ridicule a home improvement sales professional. As often is the case with a display of human emotions any attempt to change or influence these thoughts while appealing to logic and reason will be ill fated.This means we must capture or harness the energy contained in that statement. All that is necessary for this process to occur is consistency. We now want the prospect to have the greatest contempt for "most home improvement salespeople" because our presentation is guided by the fact that the prospect must begin to view the salesperson as AN INDUSTRY PROFESSIONAL first and foremost. If they are expecting a 1950's slick sales pitch, their avarice may be diminished when the prospect meets a technically qualified EXPERT instead.This image is built during any contact with a prospect. When setting the appointment the office should never use the term "salesperson", etc ! Whereas the prospect may be expecting an obsolete sales presentation, the properly trained professional today has the skills to address this issue.
Here is an powerful example of language and the effect it can have on thoughts:
Prospect: "Is this the only window you SELL?"
Home Improvement Sales Professional: "Rather than offer several levels of quality based on price we INSTALL
the ONE window that provides the best performance and value."
Using the verb, INSTALL eliminates another verb, SELL. Remember, the word "S E L L" is a "four letter word" (profane reference) in the mind of many prospects. Negative words create negative images in the mind of the prospect. In this case the prospect does not want to be the victim of an
ill fated, overpriced job. Using a positive word like INSTALL creates a happier picture for the prospect. The prospect imagines how good life will be once their need or problem has been properly addressed. Proper use of language lets the Home Improvement Sales Professional build value while eliminating lesser alternatives.
It is vitally necessary that the prospect begin to think "Hey this person is more concerned about the windows falling out of the house than SELLING me the job". Gaining the respect of the prospect is the key. This process begins during the needs assessment or "walk around".
All aspects of the company's image must present the salesperson as a skilled technician who can safely address the prospect's concerns. If a sales force adheres to the appearance and tactics of a bygone era, (coat and tie clad sales reps),consider what has happened to the sliderule, washboard, and 8 track audio tape, all now are obsolete.The first step is to avoid improper use of language, meaning NEVER, again NEVER, not even once, should the word "SELL" be used by the sales rep. The word that should ALWAYS be used instead is "INSTALL"
"Getting Porched"
We all know what a porch is. It is a part of speech known as a common noun, (describes a place or object). In this case a porch is the platform orload supporting structure near a door. Now let's discuss an industry specific adaptation of the noun making it part of a verb, as in the term "getting porched". "Getting porched" means that for whatever reason the prospect wants the home improvement estimate/sales call to take place outside the house. It could be actually on the front porch or more commonly, during nice weather, the prospect wants the presentation
to take place outside seated a picnic table. There are many innocent enough sounding reasons for this phenomenon, including a genuine desire to enjoy a nice day. Conversely it is an environment with a new set of distractions and pitfalls. Being visible to neighbors invites unwanted third parties into the process. While the homeowner may view the process as less than critical, the fact remains that it is critical to the sales process that a proper environment be created. Add to this the fact that some prospects may not have the same respect for the professionalism of the salesperson as they would another type of professional like a physician etc. Ask yourself would this same prospect want a few neighbors or friends present during a routine "GYN" or other invasive physical exam?!... conducted in the front yard?!?!? Of course not, so knowing the prospect may not have the same reverence for the home improvement salesperson as another professional, setting the stage is critical to the satisfactory completion of the sales process. One possible way to address this problem is the use of a helpful question that focuses ON THE PROSPECT'S CONCERNS while addressing the need to the home improvement sales professional to build a proper selling environment. Getting into the house is one step in the process that frequently can not be ignored. Innocent non confrontational questions such as:"Do you have a table where I can draw you a little picture and show you how we build this?" This positive, non threatening question appeals to the prospect's self interest, seeing how their project will be built. With the nicer weather there is more temptation for the prospect to "porch" the sales rep.The next time that happens ask YOURSELF (not the prospect!) would this same person want their spouse to have a physical exam or surgical procedure in such a setting?! Remember, the prospect MUST see this as their own idea, not some pushy salesperson trying to make a "hard sell close". Nice day? Sure, but don't let the nice weather rain on your sales parade!
Here is more training!... Today's topic "May The Force Be With You"
Watching part of the first "Stars Wars" movie recently, the phrase "May The Force be with you" played a key part in the overall outcome of the event. In this case it was the positive forces of good against the negative forces of evil. This concept relates to home improvement sales training because there are both positive and negative forces present during the sales process. Today's home improvement customer may have had a negative experience with a home improvement project, thus creating a negative emotion or "force" in the mind of the prospect. Human nature frequently does not allow the prospect/homeowner to easily ignore such a negative experience. Aside from the problems of an "ill-fated" home improvement job, the prospect/homeowner may have also experienced ridicule and criticism from friends and or relatives. Understandably this is an experience someone would not want to experience again. Knowing that there may be "negative forces" at work in the mind of the prospect means properly structured home improvement sales training will allow the home improvement salesperson to utilize these same negative emotions, to build value and credibility in the mind of the prospect thus letting the prospect take the safest course of action and buy from the properly trained Home Improvement sales professional. Let's consider common mishaps with a kitchen renovation: Immobilizing one of the most vital rooms in the house, and a contractor who starts one job, then another and another, meaning constant delays and confusion, then not removing all job related debris. These concerns can be addressed at the proper time, during the presentation, BEFORE the prospect can build a defensive wall in the form of deal killing objections such as: "I am extremely hesitant to make a purchasing decision because of prior negative experiences"etc. A properly structured presentation book should have photos of professionally attired service technicians, a positive mention about neatness, and customer satisfaction would mean showing the prospect that their job will not be improperly managed with unexpected delays and expenses. Allowing the prospect to channel their powerful emotions in a positive direction means they are far more likely to make a positive purchasing decision!
So, as once stated in a far away place a long time ago... "May The Force be with you!"
"RESPECT!"
If you were on the SUPER SALES TRAINING teleconference call May 22, 2007 then you heard about some key issues facing home improvement salespeople today! Addressing "standard" objections, advanced sales training makes use of the questioning or layering process thus isolating a given objection. An example of this would be when the prospect says " I need to think about it"; to which a trained salesperson might reply "why do you say that?" or "what do you wish to think about?" Yes both of these questions could help yet given the REAL WORLD today and the way prospects view home improvement salespeople a prospect may feel that IN NO WAY DO THEY HAVE TO ANSWER YOUR QUESTIONS! Remember that they may think of the home improvement salesperson as less than reputable thus indicating a lack of respect!The prospect must have respect for the home improvement salesperson, otherwise they will view any and all claims or statements made by the rep to be suspect. Consider the following exchange from July 1986 in Hampton Roads Virginia between a "rookie" in-home sales rep and a retired Senior Naval Officer and his wife:
A shirt and tie wearing sales rep, Tommy Steele, was not liked by the retired naval officer. He resented me because he sensed (correctly) that the year old young man in his mid-twenties had it MUCH easier than the retired naval officer. I can imagine being on a ship under enemy attack while scraping body parts off the floor. The fact that I had not experienced such hardships and was now seeking to earn a living selling caused a great deal of avarice to exist. I did in fact look like a "slick" salesperson. For those folks who are old enough to remember the cartoon character "Bugs Bunny", whenever it was rabbit hunting season the before mentioned rabbit would categorically deny being a rabbit. The same applies to salespeople. It is always "open season" on salespeople. Given this situation here is the disastrous exchange that followed:
Mrs. Prospect: timidly said "well let us mull this over and sleep on it"
Tommy Steele: "Yes ma'am I can certainly appreciate that." ... "What specific aspect
to you wish to consider?" I asked a "layering question" (without gaining the prospects' respect). I will never forget the response I got from that 6'3" 275 pound retired Senior Naval Officer, (it forever changed the way I interact with prospects!): The man's face
was red with rage. His neck veins were bulging as he immediately addressed my question with "The entire thing" . Traditional sales training says isolate the objection, I did. Things got worse and nastier. I was concerned for my safety as well as the health of this otherwise
stellar citizen. His reply was even more acrimonious: "Sir, you are NOT going to make a sale today!" He was right. Unless the prospect views you NOT AS A SALESPERSON but as an INDUSTRY SPECIFIC PROFESSIONAL addressing objections and concerns can
be nearly impossible. In the cited example the prospect had no respect for In-home sales rep Tommy Steele. Look at my picture today.
Do I appear confident approaching the house? Does it look like I have done this before? Do I sound and act like I believe in my work?
YES and so should you! THANK YOU BRIAN SMITH at Dave Yoho Associates for addressing the issue of RESPECT.
Don't miss the next SUPER SALES TRAINING event!
"Sacrificial Lamb?" PART ONE
There is no such thing as a perfect appointment. There can always be reasons or excuses for a prospect to procrastinate or not buy ever.This is one of the many reasons why a structured sales methodology is utilized by successful home improvement sales organizations.Of course such a structured presentation should anticipate and effectively address the most common objections or barriers to the sales process. Phrases like" I want to think about it", "Your price seems high"or "I need to check to check you out" are obstacles to the sales process. A proper presentation and structured sales methodology can prevent these objections. One of the most challenging situation arises when, after a wonderful presentation showing all other options and a valued added sales presentation, the prospect will seemingly ignore or dismiss what had been discussed for the preceding 90- 120 minutes and simply say: "YOU'RE THE FIRST"? In other words, no matter what your product can do and no matter what the price and no matter the warranty the prospect refuses to buy today. The most important aspect of the project is the purchasing process itself. Prospects, like all people, are influenced by culture and belief systems. How many times have you heard "I always get there estimates"? This does present a challenge to a "One Call Close" Selling System. "You're the first" frequently means "No matter what I must see other options." Frustrating in that it would appear that the prospect's self proclaimed rational decision making process is dogmatically controlled by the sequence of events. In this case "THE FIRST" estimate/Salesperson is doomed, at least initially, because no matter what, the prospect MUST see other competing offers. Now consider additional relevant human emotions like saving time and the desire to gain and the role these factors can ultimately play. This means that while "THE FIRST" estimate/Salesperson may have shown the best product and value, the prospect may ultimately choose another company to do the job. This appears to be a contradiction to the rational, calculating and cautious statements made earlier by a prospect claiming to be in search of the "best value/deal". It would appear in this case that "THE FIRST" estimate/Salesperson was destined to become a "sacrificial lamb"! How could this happen? and WHY?
Check back for the answer coming soon here at HOME IMPROVEMENT SALES TRAINING .com!
"Sacrificial Lamb?" Part Two
In "Part One" we cited a situation where a prospect will categorically reject or "compare" the first company presenting pricing for a home improvement project. In other words, no matter what actions, qualities or incentives are shown or provided, the prospect will not make a decision until other offers are considered. Given the emotional nature of consumer purchasing decisions, this course of action displayed by the prospect poses a dilemma. The homeowner's CORE VALUE and BELIEF SYSTEMS can not be confronted, combated and changed during the course of a product demonstration on a sales call. If in doubt about the power of human emotions a simple perusal of today's current event headlines will validate this contention.When at the conclusion of a comprehensive, valued added comparison presentation the prospect says" You're the first" a feeling of frustration and helplessness can arise in the mind of the salesperson. Frustrating because when seeing comparable products priced comparatively the prospect may finally decide during the course of a subsequent sales call by another company to "just go ahead and get it done". Frustrating to a novice sales rep because the prospect claimed to be a rational cautious decision maker. Why did this happen? The answer is human emotions! In the before-mentioned example the prospect after seeing several options may finally decide to save some time and buy from another company. The prospect may be thinking about the additional time required to schedule a second visit from "The First" company who attempted to sell the job. In any event it is most unlikely that the prospect will conduct a comprehensive review based on an objective analysis of the relevant facts. Knowing what pitfalls await the home improvement sales professional, what can be done to alleviate the negative ramifications from the OBJECTION or STALL manifesting itself as statements including "You're the first","I always get three bids" etc??One possible solution lies in the same human emotions that created this obstacle to closing the sale. One goal during the sales process is to "ELIMINATE MULTIPLE ALTERNATIVES" making the purchasing decision a simple "Dichotomy of Choice". The presentation shows all other alternatives to be versions of the same, yet YOUR COMPANY has a unique feature or product attribute that sets your company apart from all others. Given the fact that many home improvement companies sell and install identical products, this may not be easy. Aside from unique product attributes there may be service qualities that surpass all others. Uniformed employee installers driving attractive company vehicles or extended warranties or other incentives can show the prospect WHY your company is uniquely qualified to do the job. Human emotions may control the situation yet there is a chance they can be utilized to close the sale today. If the prospect views your product as uniquely superior to all others then the "need" to consider other alternatives has been addressed. This means you may be able to close the sale and sell more home improvements!
"Dangerous Rehash Appointment"
Even with the best training and hiring practices unfortunate events can happen. If you are rehashing or scheduling a second or subsequent sales call, sometimes sending a different rep for the second appointment can be a good idea. If a prospect did not buy after a structured presentation by a skilled rep, that prospect could be viewed with caution since they did not buy on a prior occasion. Given the nature of human emotions, the prospect may not have liked the sales rep, in this case sending the same rep might not lead to closing the sale.
Consider the following true story that was related to Home Improvement Sales Training.com yesterday!
" I recalled the name and address on the lead. My map had the street marked as well. I had been there before. Upon realizing that I called my office to convey that information. I was told yes this is a rehash but for a bathroom not the kitchen as before. Not to prejudge but I sensed something was amiss. Being a professional I covered the lead. When the prospect answered the door a barrage of condensating insults began without any provocation on my part. Comments about my attitude, while inaccurate, persisted. Knowing it is impossible to reason with an irrational person I politely exited the house without measuring or giving a price for the bathroom. Obviously this whole disaster could have been avoided because the original lead ticket had the comments that the lady was hostile and mean spirited. I then waited around for 6 hours for another lead to no avail. I have had better days"
Does this type of practice encourage excellence? Work smart! "Haste makes waste"
Does this story sound familiar? This business is tough enough without needlessly adding obstacles and wasting time and resources. Whatever short term gain that was sought by scheduling that appointment was negated by the negative ramifications of this incompetence. In the case mentioned the rep could have been in danger of arrest, (after all the police must take reports seriously) assault etc.
With DAYLIGHT SAVINGS TIME there is much more sunlight into the peak evening selling hours! Are YOU ready to sell more and help your Salespeople sell more? From basic selling skills to more advanced sales training and sales systems the infomation and answers are here!
Selling more home improvements may be one aspect of your business plan that requires the work of others. You CAN effectively hire,train and manage with the information found here!
Home Improvement Sales Training.com
is your source for the latest infomation on selling home improvements and building a POWERFUL sales team of Home Improvement Sales Professionals!
What does the term "ONE LEGGER" mean to you? If you know what it means
then you probably know something about in-home sales.What should you do when
a decision maker is unexpectedly absent? The answer is NOW AVAILABLE from
HOME IMPROVEMENT SALES MANAGER.com! The LATEST UPDATE from
Tommy Steele is now playing! SEE IT NOW. More of what you need to know
to sell home improvements today!
www.howtoclosethesale.com
www.sellinghomeimprovements.com
www.homeimprovementmillionaire.com
www.howtosellhomeimprovements.com
www.homeimprovementsalesmeeting.com
www.homeimprovementsalesmanager.com
From Eastern Seaboard of the USA with pride!
America's Home of the Home Improvement Industry!
The story continues...
1947,1957,1967,1977,1987,1997,2007,2009 The DECADES and DOLLARS say it all.
Meet the man who inspired what you see here.
 The Great Dave Yoho!
check him out at www.daveyoho.com
(mention you saw him here!)
"What's your closing percentage?"...
by Tommy Steele Copyright 2007 All Rights Reserved
02.23.07
is a legitimate question asked within a sales organization or during a sales meeting.
But what if a PROSPECT asks that question?
Let's ask "Why would a prospect even want to ask that question?" Because they are more interested in the sales process rather than the product itself.
This invites a discussion about human nature and emotions. The emotion of envy comes to mind.
Most people at some time tried to sell something, most failed. This can lead to the negative emotion of envy or resentment. So when the "clown" prospect asked me that "closing question" I replied (while clad in my client's logo enhanced fleece shirt): "what do you mean closing? of course ALL the cabinet doors will close Sir". Hiding my own emotions was important. I also had to forget that I am the webmaster of the web site www.HOWTOCLOSETHESALE.com !
The point is that prospects must be treated kindly and respectfully but also with knowledge of their behavior. If prospect wants to play games, don't! Get out and move on!! good selling !
In case anyone is wondering what the result was on that lead, (where the prospect asked about my "closing percentage"), after I replied that "I was more concerned about his cabinets falling off the wall than I was him buying the job", I wrote the deal!
Special greetings to Sales Professionals visiting from The United Kingdom!
Thanks for the great music, English language,
and some of the World's best research on the topic of consumer psychology.
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