In today’s episode, we talk about the number one response that a contractor is going to get after presenting their spiel. “I want to think about it.” What they really mean is I don’t have the balls to tell you to your face that that is too much money. It’s not that they want to jerk you around, it’s just how they have been conditioned to answer their entire lives.
We screw it up at the very beginning of our sales process because we don’t take control right out of the gate. Ask them what stage of the decision-making process that they are currently at or what do I need to share with you to help you make a buying decision. If you can find that out early in the conversation, it will shock you how much time you can save. You have the right to respectfully ask direct questions if the spirit of the conversation is one to benefit both parties. The truth will set you free.
In this episode, we talk about…
- Asking direct, respectful questions
- How to get around the lie
- Stop stealing time from your family
- Why prospects are conditioned to lie
- How to determine where the prospect is in the decision-making process