You've visited the client, discussed their ideas, and drafted an estimate—the only thing left to do is close the sale. Most of the time, all that's standing between you and a quick close is a hesitant client. It can be a frustrating process, but it doesn't have to be. If you know what to say and how to say it, you can skip the back-and-forth and get your client to make a decision. With that in mind, we've assembled a list of tips from REMODELING articles and other sources that will help you seal the deal and get the sale. Share your tips, too, to help us round out the list.
Tips From REMODELING:
- Be prepared: If you want the homeowner to take you seriously, make sure that you have what you need on hand to move forward with the project. That includes estimating tools and your schedule.
- Bring them in: Have the prospect come to you—especially if you have a design center stocked with popular products. This provides a great opportunity for you to show off your skills as well as answer any questions the client may have.
- Hold prospects accountable: Don't be afraid to gently press hesitant prospects on their excuses. Respectfully ask who else they might be meeting with or why they need more time to think things though.
- Be the consultant: You don't always have to close right away. Taking a consultative approach with prospects can open them up to new possibilities and provide you with an opportunity to upsell.
More Tips From Around the Web:
- Know the rules: Selling is a game and there are rules to be followed. Make sure you know the rules so you don't miss out on an opportunity to close a sale.
- Always follow up: All good salespeople have a follow-up system that involves multiple touch—and selling—points.
- Give them time: Don't overwhelm prospects with follow-up emails and calls as soon as you leave, but be clear that deciding to purchase earlier is always better than later.