i5-Steps to the In-Home SaleStep gears

Remember, nobody wants what you’re selling!

People, including folks just like you & me, are constantly "tuned-in" to their favorite station WIFM; What's In It For Me? Helping people buy, aka "sales", is all about discovering what's in it for the client. If you drop the ball, and don't discover upfront exactly what the client's goals and objectives are for inviting you in their home, and instead you start spewing all sorts of company and technical information, that is either boring or confusing, you will have lost the sale before it even got started. 

The i5-steps are 1) Inquiry, 2) Inspection, 3) Inform, 4) Inspire, and 5) Implement.

Inquiry Step-1 is all about ASKING QUESTIONS. There is no selling during Step-1 Inquiry. Asking the right questions, at the right time is crucial.

The MEET & GREET: 

Always show up 5-10 minutes ahead of your scheduled time; call on your way if appropriate. Make eye contact and smile when they answer the door. Of course, the standard, “Hello, Mr/Mrs Smith, I’m Tom with Acme Air. Am I parked in a good spot? May I come in?” Then, establish you know why you're there, “We appreciate the opportunity to review your project, and share some information on our systems and services with you. I see we’re looking at you heat pump, correct?” Don't "play dumb" and ask "What brings us here today?"; they want to know that you know why you're there; otherwise, what does it say about your office? Next, confirm THEIR expectations, “When you spoke to our office, what did they tell you I’d be doing today?”

The TAKE AWAY:

Stay in professional control of the sales lead at all times. You are the expert, you do this for a living, and you have a plan to ensure they get exactly what they want. Once they explain what THEIR expectations are, simply say “That’s right, you’re going to get a free assessment to see if we can do what you want/need.” By stating "IF" you take the pressure to "sell" off yourself, and transfer the pressure to "buy" to the customer. Then, “If we can, I’ll give you everything you need, in writing, including your exact investment. Fair enough?” Another "IF" to keep the pressure off you and on them. Also, by saying you put it all in writing with an exact investment, you're subtly beginning to build confidence and set expectations. Then, the Take-Away, “If we can’t, I’ll try to advise you on where to find what you need. Sound good?” This one, simple statement completely removes any remaining pressure from you to "sell", because you're the one confident enough to stati that "IF" you're not the best one for the job, you'll actually tell them. This earns respect in the customer's mind, especially when any competitors are "sell mode" from the minute the walk in.

The TRANSITION TO THE DR TABLE:

Continue to remain in professional control, and stay focused on Step-1 Inquiry. The customer will normally confirm your Take Away, then say “Great. To help with that, we have put together a brief survey that will help determine exactly what you want/need, and what you don’t.” Notice, we continue to build on the customer "buying" versus us "selling" by ackowledging we don't necessarily know what they want or don't want. Now, get to the table “Is there someplace we can sit down for a couple minutes, so I don’t waste your time showing you things you wouldn’t be interested in?” When you sit down, you've established control, you've shifted "selling" pressure to "buying" pressure, and made it all about the client not you or your company.

Once you're at the table, it's time to build on the credibility and control you've built...

Look for our next edition for specific questions to ask at the DR Table! 

 

 

 


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