Sales Techniques Northampton MA

Source: REMODELING Magazine
Publication date: May 1, 2005

By Phil Rea

Why do people feel they have to get three bids, and should I attempt to talk the customer out of that?

Prospects think they need to get three bids (ugh, I hate that word) because everything they read concerning how to choose a contractor suggests they do that. For homeowners, it seems like the safest way to go, unless they have a recommendation.

Here's the question I put to prospects: If all of these people who suggest you get three bids knew about my company, don't you think they'd recommend us?

And say I'm a homeowner talking with a remodeler who's been in the community for 20 years and has an excellent reputation. I feel very comfortable with him. Not only that, but he'll call three previous clients while he's here, all of whom say great things about his company. Oh, and he gives a lifetime labor warranty. Do I really have to get three estimates? —Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. He shares his sales strategies each month with salespeople across the country through his MasterMind Program.

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