i5-Steps to the In-Home SaleStep gears

Remember, we are not convincing or begging or even “closing”. We are “helping”, as in helping the client get what they want. The client themselves must want the solutions and be committed to the outcome; otherwise it’s a lose-lose proposition. And, don't forget that nobody wants what you’re selling!

Closing in-home sales is simple when you follow a proven, logical process that caters to how consumers actually buy. We're all consumers, so just treat clients how would we like to be treated if we were in their shoes.

The i5 Sales Process is five simple steps to helping the consumer invest with you to achieve their goals and objectives; 

1) Inquiry

2) Inspection

3) Inform

4) Inspire

5) Implement

Step-2 is the Inspection. After completing Step-1 Inquiry, you should now have a very clear picture of the prospects goals and objectives; if not, do not proceed with Step-2 Inspection too soon, or you risk losing the sale. It's crucial to understand the purpose of Step-2 Inspection is to uncover the conditions on the job site that will influence or impact accomplishing the goals and objectives from Step-1 Inquiry, so that you will be able to perform Step-3 to expertly connect the dots between Inquiry and Inspection.

Inquiry-to-Inspection Transition:

"Mr/Mrs Smith, now that I have a better understanding of what you're trying to accomplish, I need to look everything over and determine if we're the best ones for this job or not. Fair enough?" This is a crucial take-away statement that continues to keep the sales pressure where it belongs, namely on the client! By stating that you need to determine if we're the best ones or not, you're creating scarcity in the prospects mind directly after you just built-up tons of credability during Step-1 Inquiry. They want you to be the one now more than ever, and you're still saying "IF"...

"Would you mind giving me a quick tour of your home, and showing me where your heating system is? Then, I can get started. You're welcome to tag along if you'd like. Otherwise, I can come get you once I'm done with my inspection."

Rule-1: No SELLING During Inspection:

Don't tell them what you see. Instead, point out stuff, then ask them what they see; "Do you see this/that? Is it normally like that? Have you ever noticed it before?" Think like a home inspector; "Is this the original ductwork?" "Is all this insulation original with the house?"

Rule-2: No SOLVING During Inspection:

Confirm, "I've seen that before..." "We see that all the time..." Show concern, "Hmm, is it always like this?" "Wow, when was the last time you had this looked at?" "Geez, okay, let's make a note of that..."

No SELLING or SOLVING During Inspection. Take lots of pictures to share during Step-3 Inform; remember, a picture is worth a thousand words. Write down crucial points, make notes regarding goals and objectives, take necessary measurements. Organize forms to refer to during Step-3 Inform to support three options.

Look for our next edition for the right inspection tools of the trade! 


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