Dealing with the “How much?” question…
Don’t get tripped up with price quotes, keep the conversation going with my two-step “How much?” reply. Here’s how it works…
Don’t get tripped up with price quotes, keep the conversation going with my two-step “How much?” reply. Here’s how it works…
Carpet cleaners all over the world fall into the old “just gimme an estimate” trap with potential carpet cleaning customers. Fight back with this simple change in terminology …
You’ve done a great job. The carpets sparkle and your customer is delighted. Now cap this job off (and create a Customer Cheerleader!) by explaining how her home can stay clean longer …
Your client is on the verge of giving you a firm “NO”. Steve’s suggestion … postpone that final decision until later.
An Oregon water loss carpet expert struggles with being completely up front with the homeowner of a water damaged home versus the customer’s desire for “Immediate Action”. Guess who wins with Steve?
The customer wants “to consult” with their spouse. In reality they have a price objection. Here’s how to get price out in the open and still make the sale.
We now are living in the ‘no contact’ world of COVID-19! Home owners don’t want contact with anyone! How are you going to close the sale?
Steve shares one word to never use with a customer along with a reminder on a much more neutral and less “accusatory” phrase.
You can’t go wrong focusing on customer’s kids and pets. Steve shares how he programmed in some “pet positive” Moments of Truth into his technician’s daily routine …
Instead of meekly giving up when your prospect says, “Let me check with my husband/ wife/ boss” etc. you reply…
There will always be unsolvable problems in your customer’s home or business. How can you avoid endless callbacks to “fix the unfixable”? Here’s a simple reminder …
Steve offers his favorite 3 step “closing the sale” technique. Try it for a few weeks … what do you have to lose? Give it a try!
“Reach out” to commercial property managers by discovering and then fixing their problem areas- for FREE! Steve shares four proactive “show and tell” secrets that will win you long term contracts…
Create positive client feelings right from the git-go with a simple clipboard. Small touches like this display a “Sense of Urgency” and communicate security to the client.
What is of special concern? By focusing on what is “special” to your prospective client you seal the sale and create a future Cheerleader for your company.