Sales Strategy for Different Commercial Work

Just like any other selling, it all depends on who you are selling to. You don't go into someone with a overstated sense of self importance, and tell them how awesome you are. It just doesn't work. You listen to their stories, and act amazed that they really did kick that foam cup fifty feet.
If they are timid, and lack self confidence, you compliment them. Find something in their office, about their span of control, anything really, that will compliment them. The secret is, you have to be honest, and you have to be sincere. You don't tell someone they have a beautiful wife when she is butt ugly.
 
Just like any other selling, it all depends on who you are selling to. You don't go into someone with a overstated sense of self importance, and tell them how awesome you are. It just doesn't work. You listen to their stories, and act amazed that they really did kick that foam cup fifty feet.
If they are timid, and lack self confidence, you compliment them. Find something in their office, about their span of control, anything really, that will compliment them. The secret is, you have to be honest, and you have to be sincere. You don't tell someone they have a beautiful wife when she is butt ugly.

Right on Scott.
Personality selling at its finest.
 
Unless you have a sincere compliment, you don't say anything.
 
Ron, Scott You guys are the master of this. Most people get bum rushed back out the door or off the phone before they can ever figure out who or what type of person the sales mark is. There are many different ways that we interact with our past, current and future customers. I really think that it depends on how you came in contact. Here are my thoughts.

!. If you get contacted by the customer from your ad. - You must portray that you are the best and most knowledgeable in the industry, and common sense choice for them. They have to be sold before price is ever discussed. Sell on the handshake!!!

2. If you picked up the business from a friend or other recommendation. Or if you inherited this customer. - Be competitive and reassure them that nothing will change. show the customer that by working with you their lives will be easy, at least when it comes to your services. Be the go to guy who always has the answers!!!

3. You cold called out of the blue. Cold lead - The sales process will be slow, thats a good thing, gain trust and reliability. Send them your info and check in on things from time to time. If they like you and ask for an estimate on anything, be realistic, and patient, price to be the upper middle pricepoint.

Don't forget, you called them......We all hate telemarketers don't we?

Be unrelentingly kind with their time, and be really compelling in your offerings.

If you say you will have a quote out by 5:00. Have it out by 5!! Its all the little steps at first that will give you a shot.


Yeah there are many more types of customer, that's just a Macro answer
 
I agree with what Scott said. Before starting my business, I was in sales for two different companies in the convenience store and food service industries. You have to change your strategy based on what you are getting from the customer. Some are very dominant personalities and want the facts in a short and concise delivery, giving him that will cause him to think you are a professional businessman like he is. Some are more friendly and want to get to know you so they feel like they are doing business with a friend, so you make him feel comfortable. Giving Mr. Friendly the delivery meant for the dominant person will make him think you are rude and have a bad attitude. Trying to be friendly with Mr. Dominant will make him think that you are wasting his time.

In my former career, I had some customers that I had to act completely clueless and act like they were all knowing. While some, I could tell them where to stick it, kiss my ass, don't be an idiot, etc and he would tell me the same..... we would laugh and go on......... of course that was after a relationship had been built for a while. Quickly learning the customers personality and connecting with them is sometimes just as important as pricing or anything else to do with the job.
 
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