Turning a maybe into a yes

By Centerpoint Connect.

The key to unlocking hesitant buyers — and closing more deals.

Few phrases in sales are as frustrating as, “We need to think about it.” It’s the ultimate stall, a polite rejection in disguise. But is it really the end of the road or just an opportunity in disguise? Centerpoint Connect believes the key to overcoming this objection isn’t to back off — it’s to lean in. By understanding the value of the information, you are bringing to the table and being able to review that with a decision maker. Now-a-days the majority of roofing decisions are made from a quality inspection report of some kind, something Centerpoint Connect offers.

A proper review of the findings should contain a list of all open/emergency repairs, future/proactive repairs and the value of replacement. Other details should include life expectancy, recommendations and photos to support all findings.

As you navigate the review process with your customer you will often find the guard lowers and you become more of a trusted advisor than someone pushing a single quote across the table.

Original article and photo source: Centerpoint Connect