Salespeople, you have a decision to make. Should you just show up, or should you slow down and prepare? And how should you prepare?

Prior to going on each appointment ask yourself three questions:

  • Why should they buy my product?
  • Why should they but it from me?
  • Why should they buy today?
  • Have your responses ready. For instance: Why should they buy today? Just because you say so might not be a good enough reason. Can you show evidence of how valuable your product might be to them both personally and financially? This may require investigating home values; resales that perhaps had your products vs. homes that didn't. You may have to put together a list of similar jobs or of people in the neighborhood your company has worked for, in the event that your prospect asks for references.

    You must also prepare your response to these statements:

  • We want to get other estimates.
  • Your price is too high.
  • We want to think about it.
  • Preparing yourself goes a long way toward controlling and closing the sale.

    —Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. He shares his sales strategies through his MasterMind Program. For more information, call 866.441.7445.