If you own a home, it can help put yourself in a prospective customers shoes. Investing their hard earned money into their biggest investment, their home, will understandably cause some inner turmoil.
The importance and lasting impact of their decision, in addition to a barrage of advertising and marketing materials, will understandably cause them to fear and question and often complain along the way.
Some of the most common questions are:
- What is your hourly rate?
- How long will it take?
- Can I get a quote over the phone?
- What guarantee do I get?
- Can I see photos and references from past work?
You undoubtledly have heard these before and will continue to until you understand your job in sales is to prevent questions from becoming fears and eventually complaints.
The most common fears are:
The most common Complaints are:
- No Communcation
- Slow Work
- Poor Expectations
- Too Expensive
As you may have noticed these three categories have a direct relationship with one another. If they question the project completion date, they fear disruption and are more likely to complain about slow work. A homeowner asking about quotes over the phone is concerned about being disappointed and will complain about the cost.
Your success depends on your ability to answer questions to elimate fears and avoid any conflict or complaints. From your experience you should know every possible question a homeowner may ask, now its time to take the next step and have a specific answer tailored to the result you desire for each objection.