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You can't close the deal if you don't know the objection

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You can't close the deal if you don't know the objection

One of the biggest challenges when bidding construction projects is finding out whether or not your customer is going to use your number. This might be for a job you’re quoting directly to an owner, or a proposal you are sending to a contractor who is going to quote THEIR customer a price.

Both scenarios are very similar, but your follow-up questions will be slightly different. This post will focus on the latter situation (quoting to a contractor who is quoting to their customer).

Let's do a little role play follow-up call. 

After you send your customer a quote, you follow up with a phone call (the sooner the better- MUCH more content on this coming soon). 

You might say, "Hi customer, just wanted to make sure you got our proposal and that everything looked good."

Your customer's response might sound something like, "Yep! Everything looked great. Thanks. I'm going to put this bid together and will send it over to the owner."

Now what? You have your customer ON THE PHONE with your proposal in-hand. This is right where you want to be. Now how do you close the deal?

First of all, you've learned absolutely nothing up until this point, except that your customer's email is working. 

So what is the next step? Short from asking straight up, "Are you using our number?", (which you might eventually have to do) how do you find out where you stand?

Here is the million dollar question: "How can we help you close the deal?" Notice the "help YOU" close the deal. And notice it is NOT a yes or no question. 

Two BIG things happen with this question:

  • #1. You are asking a question that NO ONE else is asking. You have now set yourself apart from 99% of your competitors. And the good news, is if they ARE using your number, you can spend the rest of the call strategizing on how to close the deal.
  • #2. If your customer was NOT planning on using your number (and said the proposal looked good to avoid hurting your feelings) this SHOULD get the first objection on the table. "Well, to be honest, I think we're going to have to go with your competitor". 

If the second scenario happens, this is actually GREAT news. Don't lock up. Don't get angry. Be professional. This job that you just spent a week bidding- you are now "in the close". This is a good thing! You will either win the job or learn!

Okay, so at this point, you can ask, "Oh really? How come?", making sure you sound SINCERELY confused that they aren't using your number. 

 
 

The goal at this point is to make sure that you DRILL DOWN TO THE REAL OBJECTION, because professional buyers are REALLY good at using stalls.

Once you find out WHY your customer wasn’t planning on using you, find out how you can make it work for them. And if you can’t, hopefully you’ve learned what you need to do next time to earn the business!

After the call, don’t forget to ask your customer “what else are you working on?” to get another lead in the pipeline!

Please like, comment or share if you found this useful! Don't go anywhere, more content to come!


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How to sell any product in any market

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How to sell any product in any market

You have to have an almost-irrational confidence in yourself, your product or service, and your company if you want to be at the top of your sales game. If you have ANY self doubt or a lack of confidence in your product or service, then you will not have the killer instinct it takes to be tops in your field.

How do you achieve super-star confidence in each of these categories? 

Take 15-20 minutes and answer EACH of the following questions. Write your answers down somewhere you can reference everyday or when you need a pick-me-up. Anytime you are struggling handling objections, following up or closing deals, take a peek at this list and you'll feel your hunger level surge. 

I guarantee you will see a massive increase in your close rate once you have solid answers to these questions, especially in the “confidence in yourself” section. 

Let's get started. 

Confidence in yourself

  • Why are you in sales? 
  • Why do you get up in the morning? 
  • Why are you passionate about delivering massive amounts of value to your customers?
  • Why should anyone buy anything from you? 
  • How are you 10X better than your competition?
  • How are you adding so much value that your customers can't imagine buying anywhere else?

Confidence in your company

  • Why should anyone buy from your company? 
  • How is your company 10X better than your competitors?
  • What problems are you or your company solving?

Confidence in your product or service

  • Why should a customer buy your product or service?
  • How is it a benefit to them?
  • What problems does your product or service solve?
  • How is your product or service 10X better than your competition?

You may have a hard time answering some of these questions, but that's okay depending on which questions. For example, if you, yourself, are 10X better than your competitor, but your product is very similar- that might be okay, as long as you OWN the fact that you are way better than your competitor. 

But you better be 100% confident in yourself. Make sure you can articulate why you are better than all your competitors. Know the reasons like the back of your hand. You have to believe that when a customer buys a product from your competitor that they are missing out big time. The confidence you have in yourself that you are WAY better than everyone else in your market or even industry will be a total game-changer for you. In sales and in life. 

 

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5.5 ways to generate more sales leads this week

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5.5 ways to generate more sales leads this week

1. Write a blog post

It doesn’t have to be some awe-inspiring, five page post, with fancy pictures, 15 footnotes, and written with the best grammar and punctuation. It just has to be done. It just has to be posted. That’s it. Think of a topic that interests YOU, AND your current or future customers and spend 15-30 minutes writing your post. Try to make it coherent, sure, but besides that just get it out there. When a potential buyer sees that you are trying to add value, you will stand out from your competition. Pro Tip: Make sure to share your post more than once. People are very busy, and depending on what medium you are sharing it through, it could get missed the first couple of times. 

2. Record a video post

This really intimidated me the first time I recorded one. I was so nervous about stumbling over my words and about making sure it sounded just right. But honestly, most people won’t even be paying attention to the majority of the video. The important thing is to show your face, your excitement, and again, add value! Pro Tip: Don’t worry about perfection. Just hit record, be yourself, then share multiple times. This can all be done on your iPhone or iPad by the way!

3. Send a thank you note

In fact, write ten thank you notes. Right now. Thank your five best customers for doing business with you this year. Then write five notes to customers that haven’t bought from you in six months and tell them you miss hearing from them. Or write to some customers about a new service that they might be interested in. They don’t have to be long notes, they just have to be mailed. Using a stamp. In an envelope. 

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4. Do something to WOW a customer

Pay for the shipping cost on a small item. Tell your customer the service call is on you this time. Pay to overnight something during an emergency. Help YOUR customer with a lead or deal through a referral. Throw in an unexpected gift with an order. When you WOW someone, they usually tell at least 5 other people about their experience. Hello referral leads!

5. Ask “What else can I help you with?"

The best leads come from your best customers. And while you already have them on the phone, find out what else you can help them with. Most of us feel so busy that we want to get off the phone as soon as we can so we can get to the next email or voicemail. But before you end the call with your customer, ask them, “What else can I help you with?”, or some variety of this. Just make sure it is NOT a yes or no question. You will be amazed at how many more leads you will gobble up with this one question.  

5.5 Tell your customer about a new product or service

This can be a very tricky one, so be careful. This is NOT where you just ramble on about a new product or service out of the blue. Your customer will not care and will be ready to get off the phone immediately. It needs to be introduced with a question, followed up with another question, and then followed up with some more questions. And the reason this is #5.5 in the list, is because it works GREAT as a piggyback off of the previous point. When your customer tells you about something they are working on, there is a good chance that they may not know about a product or service you have that they could use. If the transition isn’t that smooth, plan B might sound something like: “Hi Mike, while I have you, I’m just curious: do any of your customers have any problems or challenges with (fill in the blank)?” If the answer is yes, ask some more questions. Find out what product or service they are using to fit that need. And if your product or service is better, and could be a good fit, quickly mention it to see if it piques any curiosity. If its not a good fit, move on. If it sounds like it might be, well, you’re welcome. : )

The #1 key to generating more leads is to make sure you have your customer’s best interest in mind, and that you are adding value. If you are constantly in front of your customers, even digitally, and you are helping them with THEIR business, you WILL get more leads.

What have you been doing to generate more leads?

Please share, like or comment if you found this helpful!


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