No one can foretell what 2022 has in store for us. Inflation has hit hard and it’s likely that the economy will slow down a bit, including new construction. Consumer spending will become a little tighter. Whatever happens, it will be prudent to be ready for any market changes.
One thing you can do is make sure you and your sales team have not become forgetful or lazy about the most important in-home selling fundamentals. Here are the Top Five TRUST® Selling Fundamentals that will bring you success in any market condition.
#5: Follow up
Every prospect who contacts you is going to buy something from someone. Please don’t assume that “I need some time to decide.” is a “No.” After you have asked at least twice, set an agreement with the customer for following up and stick to it. Some people will not buy on the first call ever but will buy from you if you follow up appropriately.5
#4: Sell to the customer’s buying style
People look at things differently. Learning to sell to them the way they want to buy is a valuable sales and communications skill. For 30 years, I have used the DiSC® system and thousands of graduates confirm applying it is highly-effective at closing sales.4
#3: Offer solution choices
Over 10 years ago, Energy Star published the landmark “Goldilocks” study proving that consumers’ buying decisions are significantly influenced by offering choices. At that time, three choices were recommended and since then four choices has proven to be the superior method. Further, offering “solutions”, not just equipment, is an effective way to differentiate yourself from others, giving you the inside track to making the sale.3
It seems like we are starting to figure this out as I see more and more contractors not just mentioning financing, but offering it on all their proposal choices. Most of today’s in-home sales software programs do a fine job with this.2
#1: Ask for the sale
Zig Zigler once said, “Salesmen who don’t ask for the sale have skinny kids.” Need I say more? Use any of the customer-friendly choice closing questions, such as, “Which of these choices would be best for you and your family?”1
Create a terrific 2022, beginning with a commitment to ensuring these 5 Fundamentals are part of every sales opportunity.
5 60% of people are not inclined to buy on the first call and will not appreciate being pushed. Create an agreement on how you will follow up and stick to it. Your first call close rate could double with this approach.
4 The DiSC® Behavior Assessment helps identify which of us are more likely to buy on the first call and more likely to buy when given support during a follow up commitment. See https://www.sellingtrust.com/store/disc-profiles/
3 Send me an email using the form at the bottom of this page, and I’ll send you a PDF of the original Energy Star study.
2 2 Offer 4 financing choices for each proposed system in this order:
• Lowest Monthly Payment
• Total Investment
• 0% No Interest for ___ Months
1 Asking for the sale is a natural part of the customer’s buying process. If you don’t cut corners in your selling process, then it’s a guarantee they will want to buy from you. Check out my video sample. It’s a little dated but still well worth your time.