To a true salesperson, objections are opportunities. You shouldn’t ask for someone’s business unless you have done everything possible to understand and handle what objections they may have. This should be done before they tell you; or even better, before they even know they have an objection! How do you do this? ASK THEM QUESTIONS!

During every conversation, at every part of the Sales Cycle, you must have a documented script and process that can qualify and identify information a salesperson can use.

Examples of some qualifying questions to include:

1. What is the reason you are looking to upgrade/change?
2. Have you already received other estimates or bids?
3. What is yourtime frame for getting this work done?
4. Will both decisionmakers be present for your apt?
5. What has your experience been in the past?
6. What is most important to you when looking for a contractor??
7. Are you the homeowner/ only decision maker?

There’s no point selling something your prospect doesn’t want. Whether it’s a feature, solution, upgrade or product it doesn’t matter unless they care. Without asking questions and LISTENING to the answers, there is no platform to build a pitch around. If you have them in a conversation, you have their attention. KEEP IT

Every salesperson can describe features, most can demonstrate benefits; however, the BEST salespeople identify a customer’s problem while building rapport. They will then offer them a solution which will benefit the customer based on your company’s service or product.

Avoiding your prospective customer’s fear of buying is simple. Write out every reason you can think of that one of your prospects could possibly object to your service and follow our objection process below to write out a response to squash it.

Test the script with role play, if you can’t close a co-worker than revise your writing or products/services until you can. If you don’t know why they should use your service neither will they!

The Objection Process- Relate, Identify, Isolate, Handle, Close

• Truly RELATE with customers so they believe you understand them.
• Reiterate or clarify their objection to IDENTIFY what they said.
• Get their confirmation you both understand their true objection to ISOLATE it.
• HANDLE their objection.
• Ask for their business and CLOSE.

An example of how this would work:

• RELATE- “I completely understand (your objection), I am often the same way myself”
• IDENTIFY- “Just to make sure I understand, you’re saying that (objection) is the only thing holding you back?
• ISOLATE- “If (Objection) wasn’t a factor would you be comfortable giving me your business?”
• HANDLE- “Let’s find a (solution) that you’re comfortable with. I will lay out all the options there are to (overcome
  objection) and to show exactly how (your problem will be overcome).”
• CLOSE- “Which (Solution) do you think will be the best one for you? We can get started this week or next, which is better for
  you?”

Follow our blog for our next post with the Most common objections and our scripts to handle them

Most construction companies are always on the lookout for new ways to improve their businesses. Part of this can be providing valuable resources for your clients and potential clients to access. NARI, The National Association of the Remodeling Industry, has developed a valuable tool for you and your clients.

NARI announced this past week that they are launching a new podcast program called NARI Radio. The site will offer a variety of business topics; everything from green remodeling to business fitness to sales strategies. The podcasts are free to view, and because everyone is busy these days, will only last about 10-12 minutes apiece. NARI is tapping the knowledge of three industry experts, Ron Cowgill, Mike Holmes, and John Gordon to host the programs.

NARI is an invaluable resource for homeowners and contractors alike. It was established 25 years ago and now has 58 chapters nationwide. Its mission “is to advance and promote the remodeling industry’s professionalism, product, and vital public purpose.” (more…)