Not every business owner, dealer or home improvement contractor is a sales person. In fact, most aren’t! And many businesses don’t have a dedicated sales team making those calls, so it’s up to you to ‘talk sales’ with your customers.
Simple but Powerful Tips to Complete the Sale
You may be doing some of these, none of these or maybe even all of these and still not increasing your close rate. Take a closer look at the following list and put them into practice. Remember, “practice makes perfect”!
First rule of thumb, always: smile.
A simple and sincere smile can immediately initiate a positive bond with your potential customer. Whether you’re on the phone, in person, or driving up in your vehicle to the customer’s home, that simple smile can put the customer at ease, relay that you’re happy to help them, and start building the all-important road to trusting you.
Trust. A very important element in winning the sale.
You think you’ve got this already? Then your close rate should be at 100%! How do you gain your potential customer’s trust? Show, don’t tell. Be fully prepared at discussion #1 with the customer. They want to replace 4 windows? Have the costs, styles, benefits, install time, financing options and your recommendation at the ready. And, are you smiling?
Speaking of Costs: Don’t Forget the Financing Option!
Your customer requested a job for 4 windows. You’ve shown them the costs, styles, benefits, install time. They seem hesitant because it’s “a bit more expensive than what they anticipated.” If financing options were included in your initial discussion, this objection may be eliminated! For example, with a $150 monthly payment, they can install 4 windows and have them paid off in 24 months—plus save energy, feel more secure, improve the value of their home. However, for the same $150 monthly payment, they could install 6 windows, have them paid off in 36 months, you’ve just upsold your job and won over the customer with low monthly payments.
They’ve been declined by another lender? Let them know you may still be able to help! Foundation Finance does second look financing. We approve up to 77% of the deals other lenders decline. Give us a call, we’ll let you know in minutes.
Get the signature!
Back to that all-important discussion #1 with the customer. Do you have the finance paperwork prefilled and ready for the customer’s signature? Did you know Foundation Finance can turn around a credit approval in just minutes? One call to us, a customer signature, more smiling and a job on your calendar…this can all happen on your first visit to the customer’s home. Are you ready for success?
When you’re fully prepared with all the elements your customer expects, and some they don’t expect, that wow factor can close more deals and amp up your bottom line. Take a look at the dealer resources we provide, and don’t be afraid to give us a call—we’re on your side!
Close more sales! Leverage the selling power of competitive and convenient financing–every time you call on a customer! Contact us today for more info: 1-855-241-0024; [email protected].
