I have worked with home improvement companies for close to 15 years. The number of contractors that forget the importance a first impression has on their ability to win more jobs, never ceases to amaze me. Whether it is the way they answer the phone, the email address they use, or the choice of attire, often contractors drastically reduce their chances of success. Although you may feel professional, if you do not look professional, your customers may be judging you unfavorably. In business, often judgements of the book are made by the cover.
To become a successful sales pro, you must learn and work on your ability to ask the right questions and at the right time. This skill allows you to control the direction and flow of the selling process. Generally, a conversation between two or more people consists of a series of questions and answers, with the one asking the questions in control of the conversation.
In a recent blog post from May 22, titled Guiding your prospect to a clear “yes”, I focused on the skill of clarity of thought and speech. This article will focus on clarity done at the highest level, the art of conversation. I have searched far and wide for a definition of “sales process”. Much to my surprise, there are none!