Closing the sale with Steve’s 3-step ‘AFO’ sequence
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!
customer interview
Using “Show and Sell” to get new commercial accounts!
“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…
A clipboard gives you “Instant Respect”!
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.
Seven words that book more jobs!
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.
Why (and how) you should use “VBQ’s” with your Initial Contact
Use this five step initial contact interview process to increase your commercial sales.
Winning Over the “Price Shopper” (Without losing your shirt!)
Cleaning your carpets on the cheap is definitely “in”. Thanks to the economic downturn (and Groupon!) even well off carpet cleaning clients are negotiating for a better price. So what’s a poor cleaner to do?
How to respond to a “price request”
The potential customer asks you for your price. How do you respond? Steve shares his favorite commercial price request response.
You be nice to me and I’ll be…
In business you can feel good about generously giving to others and yet ALSO be well-compensated in return. It’s called reciprocity.
Give your clients the “why and what”
Improve your face to face time with clients. Make your great service even better by providing information that the customer can appreciate and use.
Why you must ask “Valid Business Questions”
What are “Valid Business Questions”? Steve gives sample questions to help you build confidence with the customer and make the sale.
Display your ‘care and concern’ with “Immediate Action”!
Creating Customer Cheerleaders is all about how they feel about YOU … not the work. Value Added Service is based on little details. For example…
No more wasted trips to the service truck!
Getting more done in less time means increased profits. Let’s focus on fewer steps back and forth when setting up on the job.
Make a ‘Preemptive Strike’ on your client!
You’ve surely heard the old saying: “You discover the problem and point it out to the client- they still ‘own it’. But when they find it and complain about it to you- now you ‘own it’!” Here’s how to make this into a system in your company.
Getting paid to do a demo?
Your prospect may view your work as a “price-driven commodity” UNTIL they “experience your quality”. Steve shares how to get paid while doing this!
Ban the phrase “Traffic Lanes”
Words are powerful. Steve illustrates how a simple change of phrase will get you the credit you deserve!