Educational resources

user182

Implementing a sales process that is based on a “quote & hope” strategy is a defensive strategy. A “quote & hope” strategy is a sales strategy that does not qualify the prospect and does not lead to a yes or no decision. You waste a lot of time passing out quotes and hoping that they will buy from you. In other words you are not proactively engaged in an effective sales process.

You are trying to defend yourself from hearing a “no” from the prospect.

You will do whatever the prospect wants because you’re afraid that you will loose a possible sale if you don’t.

You are implementing a sales process that puts the prospect in control and wastes a lot of your time. You are letting the prospect hold you by the nose and kick you in the pants.

You should be in control of the sales process.

Your most valuable asset is your time, a sales process that wastes your time is your enemy.

Attack the time wasters by qualifying over the phone.

Do not be afraid to ask questions.

Do not be afraid to qualify or disqualify the prospect.

Do not be afraid to ask for a yes or no decision.

Do not be afraid to hear the prospect say “no”.


Attack the price objection up front

Attack the think it over objection up front.

You are trying to defend your position. You are in a position where the prospect is not telling you “NO”. This is an illusion of safety because you believe if you let the prospect hold you by the nose and kick you in the pants long enough they will eventually buy from you, but they won’t…You are digging your own grave.

You have to keep moving the sales process forward toward a decision, you must get the prospect to say yes or no, if you don’t you are wasting your time.

You must give up defending your position of “hope”. Hope is not a strategy, hope is only a defensive tactic. It’s designed to defend yourself from the brutal truth. The brutal truth may be that you don’t know how to close a sale. The brutal truth may be that they are shopping for low price. The brutal truth may be that they have no idea if or when they will do the job. The brutal truth may be that they do not have the ability to pay for the project. The brutal truth maybe that there is a hidden decision maker, etc.

You “hold them by the nose” by maintaining control of the sales process and you “kick them in the pants” by getting them emotionally involved.

user182

Here’s proof that everything Dan Kennedy said in that article is true, Just look at the lack of response to this thread.

Ed the Roofer

Jack,

Besides just the quotes, what do they, or you do to follow through based on all of the ideas presented?

Just saying grab them and kick them is one thing, but knowing and showing how to implement those ideas into strategies that can be emulated would really allow for this topic to expand.

By the way, it was only about 4 hours from your previous postings to the follow up about the lack of response.

This forum does not yet have the ongoing minute by minute additions to topics like Contractor Talk does, so you have to be patient for responses.

Ed

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