Salesman Tips Northampton MA

Source: REPLACEMENT CONTRACTOR Magazine
Publication date: July 1, 2005

By Phil Rea

Many salespeople start their presentation by asking the prospect questions. What's your budget? When do you want to start? How many estimates are you getting?

Those questions presume it's the prospect's responsibility, rather than yours, to prepare for this appointment.

In fact, this appointment, with this prospect, is your chance to tell your story. And if you believe that, you'll make the necessary preparations to tell the best story on each appointment.

Prior to the appointment, ask yourself:

This will give you plenty to work on. For instance, there's a lot of product out there. How can you prepare a story that points to your product? Similarly, with every salesperson proclaiming that his or her company is the best, where in your story is there solid evidence that the prospect should get this product from you?

And just because you say they should buy it today might not be a good enough reason. Can you show evidence of how valuable your product might be to them both personally and financially? This may require investigating housing values, resales that perhaps had your products vs. homes that didn't. You may have to put together a list of similar jobs you've done or people in the neighborhood.

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