Question for those really experienced in sales

9 replies
Heh guys iv been following the forum for a long time now but I finally signed up and this is my first post.

I sell energy efficient home remodeling projects and I'm having trouble in my sales cycle. Hopefully someone experienced in face to face selling can help me out. Here's the problem.

I meet the customer in there home, I build credibility, trust, rapport, I present and build value, the products right for them, they like me, they like the company, I can tell they really want to do business but I just can't close it. My main problem with closing is this.

I'll go in for the close, I'll overcome there stall or objection I'll close again and If that doesn't work I pretty much don't know how to bridge into the next close without just coming off as really pushy. How do I smoothly transition from one close to the next and keep looping them until they sign?
#experienced #question #sales
  • Profile picture of the author Michael Nguyen
    From what I hear about home sales, there is no "building a relationship", which means you close on the spot with all decision makers as you only have 1 change. Claude will say more about this if he gets the chance.

    The simple answer is you got to take the deal all the way and be prepared to lose the deal. So close lightly and then firmly start applying pressure and keep asking for the sale. Learn to stay in the deal and close with skill, stay in the close. If they can object 10 times, you need to know how to handle the objection 15.

    There are probably 6-7 commonly used objections which means you need about 4-5 closers for each type of objection. Get GC Closers survival guide in mp3.

    Be "pushy" if you have to, what if being pushy gets the deal in the end? You'll do it right. Sell yourself that its alright to be pushy if you have the right product.

    "Mr Decision maker, please don't mistake my enthusiasm and commitment to you for pressure, I only want to serve you well and get you what you want, lets do this".

    Loop forever until he buys, dies, or kicks you out the house.
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    • Profile picture of the author Homeremodeling
      Tom Hopkins has a formula for looping. He pretty much says after a failed closing attempt to apologize for being pushy, ask a number of tie downs to confirm the benefits they like "Mr jones this is the model you wanted isn't it? A couple of those and then lead back into your next close. My problem with this is I feel like it would be weird and a bit funny to keep apologizing.
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  • Profile picture of the author Homeremodeling
    Thank you for the reply iv actually been thinking of getting grant cardones book or the download. Looping is my main problem. When I start closing do I keep the pressure on non stop no matter how uncomfortable me or the customer is getting or is it better to back off and relieve the pressure before going back in?
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  • Profile picture of the author bob ross
    I was an in-home remodeling salesman for 4 years, selling $1M+/year doing the same exact thing you are. I've owned my own remodeling company for 8 years now in addition to my marketing business so I should be qualified to help you here mate!

    From what you're saying it sounds like you're not doing a good enough job of discovering the real objection. When you say that you overcome their objection or stall, but they keep coming up with more, it means that the real objection hasn't been uncovered. It probably feels like they have a bucket full of arrows and they just keep throwing them at you.

    You'll need to isolate the objection to the "one thing that's stopping them" and then overcome that. You can also strategically make it so the price is the one thing that's stopping them and then close on the price. When you know exactly what the objection will be everytime, you can become an expert at closing much quicker than trying to learn a million different objections.

    Re: sales gurus to study or buy products from ... I've learned a lot over the years from guys like Ziglar, Hopkins, Cardone, etc. but you'll learn a TON more from someone who's actually been in the direct sales environment in the home improvement industry, trust me. It's a major difference.

    Two recommendations I can highly give you:
    10 Steps to High Definition Selling: Michael T...10 Steps to High Definition Selling: Michael T...
    and this guys products: Rodney Webb | Products & Services Supporting Your Success!

    (not affiliated in any way).
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  • Profile picture of the author davejarvys
    I'd recommend Neil Rackman's spin selling. It helps to take care of the close aspect of selling.
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  • Profile picture of the author LifeSafetyExpert
    Like stated above. It sounds like you are not getting to their MAIN objection. As for being pushy. Like Grant Cardone says, "Pressure Makes Diamonds". If you have the right product for them,you have a great company and you have the right intentions. It is your duty to push them into the sale. I've always been the non pushy guy when it comes to sales. I got tired of being broke all the time and realized I have an awesome product(Home Security and Automation) and have a great company behind me. I can possibly save a life,family or home with my product, so I feel OBLIGATED to pressure people now...My income had more than tripled sine I changed my mindset. I'll have to give props to Grant Cardone for that. He really opened my eyes!
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  • Profile picture of the author misterme
    When they come up with one objection after the other, it's because the real objection is 99.9% about the money. Just tackle it straight on. You lower your voice and say, "It's about the price, isn't it?" And they'll say yes.

    And then you do what Bob Ross suggested. Use that to close.
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  • Profile picture of the author helisell
    Please give us a typical "I said this..... they said that"

    I'm guessing that your problem is probably NOT to do with closing. I can pretty well guarantee
    that some other part of your sales process [you DO have a defined process don't you?] is lacking
    and you are seeing the problem as a closing problem.

    The actual closing is without doubt the easiest part of any sales process and will happen automatically if everything else has been done correctly.

    Give me some scenarios and I'll show you what the real problem is.

    Making Calls To Sell Something? What are you actually saying?
    Is there any room for improvement? Want to find out?

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  • Profile picture of the author Claude Whitacre
    There are two paths you an follow;
    You can preempt almost any objections from coming up. This takes a lot of skill and preparation. My book One Call Closing explains that whole process in detail.

    What I'm going to suggest now, is what I learned after a couple of decades selling in people's homes.

    People buy at different speeds. That doesn't mean you have to make several visits. It means it may take a little time for the idea "I'm buying this" to sink in. They need to get used to the price. They have to do math in their head. They have to justify the sale internally, andwith each other. Some people can go through that process in a few minutes. Some, it takes a couple of hours. After a couple of strong closes, the best technique I've found is to sit back act relaxed and ask them a question about their home, family, how they met, how did they get that trophy....and let them talk a little.

    Why? Because while they are talking to you, they are subconsciously getting used to the idea of buying. When the conversation starts to slow down, say "You brought up a good point earlier. ..." and just jump back into the presentation. There is always something more to talk about. Ask them how they would benefit from your project. Ask them who had the idea first. Ask "If you did decide to get it, how would you most likely take care of it?"

    A real key thing to say when one says something about how they would pay for it, or when they should get started is "Is that OK with you too?" to the spouse. You want them to hear each other say "Yes" to you. When one says "I think that makes sense, "And how do you feel about that?" to the spouse.

    That technique (getting the spouse to support buying signals from the other spouse) builds the feeling that they are buying. And it lowers the responsibility of each spouse. It lessens the weight of the decision for each person.

    "Before I go, could I have a glass of water?".....anything to keep the conversation moving.

    And one of two things will happen; They will continually get closer to they talk themselves into it....or they will draw away from you, as they talk themselves out of it. The "out of it" will happen pretty fast. One may say "Well, the kids need to get their bath" or some other strong hint that it's time to go.

    But as long as they continue to talk about it...and they keep asking questions, and you keep asking questions (that they answer very willingly) keep at it.

    Prospect's excitement for your offer peaks.... and then goes back down. After it goes back down, it's nearly impossible to get it to peak again. You'll notice that their minds switch from "I really want this" to "How can I get rid of you" when this happens....they start giving shorter answers to questions, and start saying "We'll let you know".

    The only reason I don't like the approach of nailing them down to one single that it's awkward, if they still aren't ready to buy.

    Regardless of the objections given, often it's really that they haven't processed it all yet, and aren't comfortable.

    Selling is seduction.Imagine you are on a date and really want to

    It isn't the brilliant lines you use as much as it is the comfort level they feel with you, before they ...well...have sex with you. Different people have different speeds before they feel comfortable enough to "buy".

    It's exactly the same with selling. The very last close I use is the "I'll give you a few minutes alone to talk about it close". But you can really really screw it up. It's the very last thing I do, if I still think there is a chance of a sale. About 40% of the time, it gets the "lost" sale. This is after everything else has failed. It's in my book.

    Memorize it.
    One Call Closing book

    "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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