The recent Great Recession has marked (scarred?) our customer’s buying habits. Steve shows one Dallas carpet cleaner how to avoid being put on the defensive when hit with the “too high” objection …
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.
How can you “cuddle up” to a difficult, almost hostile prospective client? Respond to their sales objection with “Verbal Judo”!
The potential customer asks you for your price. How do you respond? Steve shares his favorite commercial price request response.
When the prospect doesn’t like the price they use a “smoke screen” objection. Hurdle these objections in commercial or restoration with these key phrases.
Listen carefully: The vast majority of your “Why are you so expensive…?” customers don’t really care about price!
I often made MORE net profit on the smaller job! Here’s how …
Steve’s first rule in selling is to give multiple price options. But how can a cleaner find the sweet spot in pricing even with these options?
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!
The “Great Recession” has made it “fashionable to haggle”! Here are some thoughts on how to handle value-conscious customers and the other “can you beat this price” shoppers that inevitably are going come your way.
This simple form will help you gather the information you need to know your true production costs and therefore how much to charge in commercial cleaning.
Value Added Service is all about going the extra mile to make your customer happy. Here are a few options and tips on how to present your “no-charge” extras.
Steve says: “Put more profit in your pocket by raining your prices!” (DUH!)
Commercial work is all about two things- A)Achieving “production per hour” and B) making a high “net profit”. Use this form to find both in different cleaning scenarios.