How you communicate with potential leads can make or break your sales. Listen to learn why you must shift from trying to make a sale to genuinely trying to help people to get the leads you want!
In this episode, we talk about…
- 1st priority when on a sales call with a potential lead: Have a real intention to help them
- If you’re the owner, you should make all sales calls
- As an owner, you must know how to do sales before you even hire a salesman
- Construction is not about building things—you’re in the customer service business
- 2nd priority with a potential lead: Create an affinity with them
- Create a genuine connection with them to where they enjoy talking with you
- Shift your mindset from making a sale to offering a genuine solution to their problem
- Ask the 8 questions and listen to what they say
- The meaning of DISC profiles:
- D: Dominance - places emphasis on accomplishing results. The bottom line—confidence is important.
- I: Influencers - places emphasis on influencing or persuading others, they're about relationships and naturally have an affinity for other people.
- S: Steadiness - places emphasis on cooperation, sincerity and dependability; they like things to remain steady and don’t like disruption.
- C: Conscientiousness - places emphasis on quality and accuracy, expertise, competency, they don’t want to be wrong.
- The benefit of using DISC profiles to know how to communicate with potential clients
- How personality tests can help you become a better leader
- Tips for making better sales calls:
- Don’t sell, consult and remove the pressure to close.
- Remember your job on the call is not to be right, your job is to provide the right information—don’t make the customer wrong.
- Stop interrogating, find out what their motive is and learn about them.
- Don’t use insincere flattery.
Links to Resources:
Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub
Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup
Facebook – https://www.facebook.com/hammerandgrindpodcast
Instagram - https://www.instagram.com/hammerandgrindpodcast/
Website – www.hammerandgrind.com
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