4 (More) Traps to Avoid in Selling Home Performance
You want the sale. We all want the sale! Maybe you’re very hungry to post some numbers or push to hit the plan. That’s OK. But don’t let that get in the way of good approaches. It’s easier to stick...
View ArticleHandling Objections: A One-Scene Role-Play
In a contractor sales training a couple weeks ago, the section that got the participants the most engaged was on “Handling Objections”. I want to dissect that more, but for today, I’m going to limit...
View Article“Objection Handling” Overview
With two back-to-back trips to the Grand Canyon over the past few weeks, it’s taken a while to continue with the objection handling thread. (BTW, to learn what canyoneering has to do with running a...
View ArticleObjection Handling Exercise
You know my mantra “practice, practice, practice”. Building off the objection handling principles, and the illustrating scenario (which reflects that role-playing you should be doing), I wanted to...
View ArticleHandling Objections: A One-Scene Example
Over the last year during sales training with contractors, the “objection handling” discussion is always lively. Last week at ACI, we had fun, we skirmed, and hopefully participants learned that to get...
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Are you giving your customers options?
I’m surprised by the number of contractors who only offer one recommendation. (Or no recommendations, just a report on conditions found!) I think that’s a mistake. If you’ve done a good job listening...
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