Sales Presentation Northampton MA

Source: REPLACEMENT CONTRACTOR Magazine
Publication date: September 1, 2006

By Joe Knife

Quiet time, when you've made a presentation and must now calculate the price of the job, can make customers uneasy. It's often a time for doubt, fear, and second-guessing to take hold. You can avoid quiet time and keep customers comfortable in several ways:

Use a measure person. A measure person visits the home first for needs analysis, to qualify the homeowners, and to measure the job. Calculations can then be made prior to the second appointment with a closer. This affords not only the opportunity to more precisely calculate the job, but also to produce a more professional proposal than a hand-drafted contract. And you're not out there measuring while the customers are back in the living room, brooding.

Figure your price when measuring. Measure the job early in the presentation process, when your prospects are at ease. Accomplishing the measure and price calculation in one step eliminates the quiet time later.

Introduce a new concept. If you're figuring a siding job, pull out a brochure on soffit and fascia, gutter protection, or shutters. If you're selling windows, show some door options. By doing so, you're taking the customer's attention off the situation at hand and possibly getting them to consider expanding their order with you.

Introduce financing options. If your company offers financing, give them literature that explains the financing options, terms, and rates etc.

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