The Best Selling Technique Ever Devised! - Oldie But Goodie

This was from a long time ago. TOPIC:CHOP GUY - The Best Selling Technique Ever Devised! There have been a few threads on this topic recently and I think all of us have an interest in it; after all, if someone doesn't sell, the business fails. Looking back through the posts I failed to notice the one technique in selling that is irreplaceable, IMO: Excitement!

Every time I talk to RoofDude on the phone I hang up and feel like running around the block, then painting the house. There is no substitute for that energy, that enthusiasm for what you do. And I think that customer picks up on that. It's fun to do business with people who are just flat having a blast doing what they do. Have you ever been presenting a proposal to Mr. Prospect and you're so pumped up because you've prepared a killer proposal or report, your proposal is competitive and you know it, you have great references that Mr. Prospect also knows, etc? The job is yours and you know it long before Mr. Prospect figures that out.

REPLIES:

TOM H- Excitement sells without question, how many movies have been panned by critics and been Blockbusters simply because a movie goer went, saw it, got excited and told all the friend "Ya GOTTA SEE THIS MOVIE". Everything we do or don't do is based on one emotion or another, Ya always want to make the customer feel good about two things, you, and the customer themselves and it has to be real!

ROOF DUDE- It isn't even about the money! An old SPF guy once told me "It's not the financial part of the money, it's the chase and victory of getting to it and the satisfaction you did the best work you could getting to it, it is The Game". I can so relate to him and you Chopguy as well as sooo many others. I mean obviously I'm trying to provide for my family but, I have so much more success in sales when I forget about the monetary gain for a moment & focus on winning the game. I too love the excitement of selling. I try to not go on sales if my mood isn't right. I believe just like sports or anything else so much of it is Mental. A high percentage of sales is the salesperson's attitude. You know what they say attitude determines altitude.

ROOFSCAPE- Excitement is a positive trait but I believe confidence is the primary trait the customer picks up on. If you are excited about your product and service and display the confidence in both to your customer, price won't matter. There's a certain amount of tact that every salesman must learn in this industry specifically. Our customers HAVE to buy our product. Weather it's you or the next guy that give it to them; they HAVE to get their roof done. That's our advantage. 90% of all those customers are going to 3 contractors to furnish them with estimates. Of those 3 which do you think gets the contract 75% of the time? The confident professional! Perhaps the first two wore jeans and t-shirts and the last wore a polo and khaki's. Either way the customer got the warm fuzzies knowing they are investing in confidence. To reach that comfort level in the ion process the customer needs to evaluate each contractor. What they recommend and how they did it will be key. Make the customer feel like you are the most professional roofing company on the market and your sales numbers will climb substantially. Even if you don't know the answer to their question, answer with confidence. I didn't say lie I said answer. No "um's" in your speech helps too. So what about the other 25%? You know them all too well. Me. Jackleg and his mudpuppies! Price is a contributing factor BUT don't adjust your price and not your sales tactics. Vice-Versa! Change how you sell and when your percentage of sales per leads climbs, so should your price. But anyways, confidence is key! That's what separates the men from the boys.

CHOP GUY- Roofscape, I think the salesman's dress code affect the salesman's confidence more that it matters the customer. I began my roof selling career 25 years ago wearing slack, white long sleeve shirt (even in summer), tie, etc. I needed to do that because, as a young salesman, I wanted to be taken seriously in an industry where people value long years of experience, which I did not have. It worked very well for me. Later though, after I DID have those long years of experience, I found my dress style to be less important. Be neat; be clean, but at least in my market, blue jeans, tennis shoes and a polo shirt with company logo is fine. Oh, and sometimes a company ball cap, depending on the wind and my mood, both of which are variable these days. There is no substitute for knowing what you're talking about when you're talking to the prospect, and he can tell if you so or you don't usually.

Mike H Said:

Maybe thats why it works, eh? ;)

Ha, no doubt about it- bs works.

Face the music Lefty. You can't do it the way you're doing it, you just don't know it yet.

Maybe that's why it works, eh? ;)

Lefty Said: I said if the customer asks something you do not have an answer to you tell them,I do not know, but I will find out for you. We have a very knowledgeable team and they will have your answer.

natty Said:

Lefty Said:

We do very little insurance work. .

lefty, you keep saying things that blow my mind. A total idiot could sell insurance work, yet you do very little of that. How then, do you send out totally unknowledgeable sales people? In my book, if someone has little or no hands on experience in the trade, they are pretty worthless as a salesperson unless they can baffle the prospect with bs.

I take that as a compliment.

There is no bullshitting done. I said if the customer asks something you do not have an answer to you tell them,"I do not know, but I will find out for you. We have a very knowledgeable team and they will have your answer." Their are times when I have to use that line myself.

Well, your doing better than I am. At least you know that a half dozen is 6 and not 12. :dry:

I've never been "OK"

Anyone that knows me can confirm.

I agree with you Mike but I'm still a little worried about ya. You said do do it and poo poo in 2 of your last 3 replies. Are you ok? :laugh:

Chuck, I know what your saying and I know what you mean about "marketing". It just all too frequent that you hear people Poo Poo on sales, salesmen, etc... and its just important that we all realize, as in Tim's thread about commission, everything is an opportunity to gain or lose a sale, we just often don't know when that sale will take place.

PS: it's "Six of one, half dozen of the other". ;)

Mike H, When I'm saying what I do, I'm selling. When I perform the work, I do what I said.

I wasn't insinuating anything about anyone in particular but some people/companies don't. They send a sales guy who says one thing and a crew that does other things.

Ok, You guys got me I guess. I know your both great at sales and didn't mean any disrespect to either of ya's. I just always looked at it a little differently. To me, when I'm advertising I see it as marketing ( looking for a client ) and once I get a client to work with and start with them, I look at it as selling. I guess it's comparable to two different ways to drive somewhere that are about the same distance and time either way you go. What's the phrase? A dozen of one and a half dozen of the other? :dry:

Lefty Said:

We do very little insurance work. .

FRITZ!!

I shoulda knowd Lefty woulda hit on that already when I saw his name in the thread.

Chuck Said: Whats so difficult about selling anyways? All people want is for you to say what you do and then do what you said. If you do that, they will tell everyone else that this is how you roll and there you go! ;)

WHAT???

If you don't SELL it first, you'll never have the chance to show them that you do what you say.

EVERY job in the world starts with a sale. Until you convince someone to trade you their money for your service you have nothing. How you do it isn't as important that you DO do it. It's still a sale.

clover83 Said: Lefty: Does your business sell roofs mostly to insurance backed claims? Just curious because Ive toyed with the idea of hiring a salesman in the past, but dont really think it will work well in my rural market.

We do very little insurance work. We do almost no new work. You have to decide if selling is where you are doing the most good for your business. Figure out where you do your business the most good. Then do more of it.

Lefty: Does your business sell roofs mostly to insurance backed claims? Just curious because I've toyed with the idea of hiring a salesman in the past, but don't really think it will work well in my rural market.