In this episode, Jefferson K. Rogers and the JKR Windows team discuss various ways to close a deal and find money in sales. They share creative ways to help clients find the money for home improvement projects.
Timestamps for key takeaways:
00:00:53 - When closing a deal, there are many ways to get the money - the client may have it in their bank account, want to finance it, or put it on a credit card.
00:02:01 - Blake is an expert in helping clients find creative ways to finance home improvement projects and add value to their homes.
00:03:23 - Financial illiteracy is a common issue, and part of a salesperson's job is to help clients understand the value and benefits of investing in home improvement.
00:05:26 - Building rapport with clients is crucial in helping them understand the value of investing in home improvement and finding creative ways to finance it.
00:07:12 - Homeowners want to add value to their homes, and it's up to salespeople to help them understand the benefits of doing so.
00:08:14 - Getting creative in finding money for home improvement projects involves building rapport with clients, helping them understand the value of their investments, and finding creative financing options.
00:09:04 - Social proofing is important in sales, and using third-party stories to provide social proof can make clients more confident in your creative solutions.
00:11:20 - Staying educated on industry trends and rates is crucial for salespeople to be successful and provide accurate information to clients.
00:12:33 - When clients have financial barriers to making a purchase, salespeople can get creative by exploring other options such as credit cards or borrowing from family members.
00:14:43 - Involving family members in the sales process can be beneficial, as they can act as influencers and decision-makers for the client.
00:14:59 - Blake talks about using windows as a tool for finding other people's money.
00:17:55 - Blake talks about using creativity in finding financing solutions for customers.
00:19:17 - Blake talks about incentivizing customers to use credit cards and a rewards program.
00:19:51 - Jefferson asks Andre about his approach to explaining financing options to customers.
00:20:21 - Andre prefers financing deals because it's easier to sell a payment than a lump sum. He breaks down payments to make them seem more manageable for customers.
00:23:02 - Jared uses energy savings to further reduce the monthly payment and breaks it down to show customers how affordable it can be.
00:23:50 - Jared looks for other financing obligations the customer may have to show them how a reduced payment will be beneficial.
00:24:57 - Andre has evolved as a closer and can now close deals without mentioning energy savings or even showing the product.
00:25:48 - Jared admires Andre's determination to figure out how to make a deal work when presented with objections. It's important to give everything you've got when closing a deal.
00:26:22 - Blake emphasizes the importance of being part of a community of like-minded individuals who are committed to getting better every day.
00:28:36 - Jefferson reflects on how much everyone has learned and grown in a short period.
00:29:38 - Jared shares a clever closing technique that he often uses to help customers take advantage of the financing options offered by their company.
00:31:12 - Blake discusses another closing technique that involves using customers' pain points to find more money for the project.
00:33:46 - Andre shares a story about a conversation with a couple where he brought up a pain point to remind them of their budget, but they ended up going over it.
00:36:33 - Jefferson praises Andre for impacting people's lives by putting pressure on them to find their dream job and make payments on their homes.
00:39:31 - Jefferson encourages viewers to level up their sales abilities and be intentional about putting in the work to become a professional salespersons. The message of the day is to ask for money and get creative in finding ways to make more money.
Jefferson K Rogers is an author, podcast host, and founder of JKR Windows. While growing his business from $0 to $20M, he discovered the importance of focusing on his team, committing to his goals 100%, and having great coaches and mentors. Today, he guides aspiring entrepreneurs to clarify their vision, invest in themselves, and achieve their biggest goals by going ALL IN.
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