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  1. Christian Spoerl
    November 16, 2011 @ 8:30 am

    17 is also the number of Dave Brown, the NYG QB I try to forget.

    Very good article. What we found out is that marketing drives calls in, but YOU need to need qualify prospects. So you are correct, you did your job but we also need to do our job.

    Thanks for the tips, and your consulting services !

    • Darren
      November 16, 2011 @ 8:31 am

      You are welcome Chris! You make it easy!

  2. Wayne
    November 16, 2011 @ 10:03 am

    I like to first start with a phone call and a series of questions that help me gauge the level of interest and then figure out their pain points. From here I can put together my strategy in order to convert this particular client.

    Keep it coming Darren

    • Darren
      November 16, 2011 @ 10:34 am

      Thanks Wayne! Good tip!

  3. Tom McHaffie
    November 16, 2011 @ 10:22 am

    In preparation for starting a replacement window business to supplement custom home building, I sat through 10 sales presentations from replacement window contractors, posing as a potential customer. Usually the presentations took an hour and 1/2 to two hours (i.e. too long), including measuring 14 windows. Although these companies generally have the reputation of being “hard sell” types, I found them to be more like robots. Only 1 of the 10 followed up, and that was only to say his boss would like to come by and possibly give me a better price (they were by far the highest price company). Not one of them really tried to close the sale while in my house…yet all were willing to give me a price right there.

    The main take-away for me though, was that the best salesmen are the best listeners. These guys were good talkers (for 1 & 1/2 hours), but poor at finding out why the customer called them in the first place. Not one of them told me that I don’t need new windows (which I don’t), for instance. I learned more about windows than I’ve ever learned as a custom home builder of 22 years…but did I really need to know all that stuff…or could the salesman have made a sale, or in this case, not wasted his time, if he had just asked the right questions? My point…features and benefits are great…but there better be a lot of listening before, during and after! And then follow up with tenacity like Darren says!

    Thanks Darren for the great post(s)….and for listening to our needs!

    • Darren
      November 16, 2011 @ 10:33 am

      I love it Tom…black ops! Gotta admit, I do it too! And you are welcome Tom! Thanks for commenting!

  4. Sam Bradley
    November 16, 2011 @ 8:53 pm

    Darren,
    Your second paragraph says it all. Without a “sales process” you fall victum to the “buyer/seller dance” where the buyer leads and the seller gets their toes (price) stepped on. Tom’s comments above are proof that without a planned process, you are going to look just like all the other sales people the buyer is talking to which leaves them no choice but to base their buying decision on price. The process should also include leaving no loose ends. End each sales call should end with a complete understanding of everyone’s future actions and responsibilities.
    Combine a good sales process with appropriate marketing and you’ll be busier than a one armed wing walker with a wedgie!

  5. Roger
    May 8, 2012 @ 2:10 am

    Your best assets are the muscles in your jaw – tighten them and shut up! LISTEN to what the client wants. They called you to solve a problem for them. They don’t care how much you know about everything else in your trade – they only care about how much you know about how to SOLVE THEIR PROBLEM.

    Walk in expecting to walk out with a signed contract. LISTEN for what their problem is (their interpretation of it) and tell them how you can solve it. That’s all they want. Don’t sell them your price – sell yourself and your solution.