Closing a sell for building services

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are you shrugging on how to close the construction deal well I'm going to share with you the five things I think every contractor needs to do to make sure that they seal the deal [Music] we're gonna jump right into this one and the first thing is you have to do is you have to break the ice you have to get their guard down and let them know that you are there to help them not take advantage of them the unfortunate reality in our world is they're expecting you to not be a person of integrity and we all know that it's not the majority but it's the vision so walk in give them a compliment ask them a question about them the minute you get them talking about themselves they stop thinking about how they need to defend themself against you the nasty contractor and it gets the deal going in the right direction from the first part of the conversation the second thing is build rapport and this isn't just have some meaningless conversation with them about their dog or their sick parent because we've all been there and you're 90 minutes into a sales call and realize we haven't talked about anything what I'm here for so building rapport for me is targeted around understanding their decision process who's involved what the timeline is what their criteria is when they plan to do it and having just a normal conversation like you were talking to your friend about project they were doing hey who's involved what are you considering how are you determining who you're finally decision maker is how when is it gonna happen these are great questions start having just a normal conversation with them but really starts to break down that wall of their hesitation of working with you and builds that rapport with them but also in a positive and productive way so you get information you need that will utilize later in the process so number three is collect information you're gonna say well of course am I gonna need to get the information to quote the deal but it's about how you do it and it's about collecting information but also giving them value-added suggestions when you go through the meeting and you're just taking notes not really giving feedback the clients going to take control of this situation if while you're getting information from them you're giving them value-added suggestions or letting them know that what they want to do won't work in their scenario and why but then also making sure you collect contact information not just what their phone number email name is and what the other decision-makers and who they are and what their involvement is but also what is their best or preferred form of communication this will help you a lot on the back end would follow-ups if you know how they want to be communicated with so it's not just collect information about the scope of work but it's also who's involved and how they want to be communicated with so number four number four is one of the most important parts of closing the deal I call this the soft close you've broken the ice you've built rapport and you've collected information this is when you get to really test their propensity to buy and it's a simple question of hey if I can do X by Y within Z budget because you should have collected information already are you prepared to move forward with us a lot of times you can't give them a price in person some of you can most of you cannot you got to go back and go through your proposal or estimate creation process so if you're in person soft clothes have more conversation then get to the close but if you're in a situation where you have to collect information go back and build an estimate this is where you understand what their objections might be or what your competition is simply saying hey if I can do everything that you talked about in the timeframe that you wanted me to do it in within the budget range that we discussed are you prepared to move forward with us and you might say yeah great you're the person we're going with no problem at all if you can do all that we're ready or you might say hey I gotta talk to my husband about it or hey we're getting a few other quotes or actually I'm kind of leaning in the direction of somebody else right now if you do that part effectively you'll understand what you're going up against will will allow you to cater your presentation or cater your objection overcoming or cater how you say things to put yourself in the best place to close the deal if you never ask them if they're prepared to do business with you you'll never truly understand their objections because we've all seen it everybody's a friend until it's time to sign a check and pay you for something and then their priorities start to come out well this pushes them to that conversation a little bit sooner so that you can uncover what you need to do to differentiate yourself to overcome those potential objections so number five is potentially in my opinion the most important part of the entire conversation when you end this in-home meeting you have got to reverse engineer their priorities into a timeline and set define next steps with who owns the next step and what the deadline is and what that looks like is from a conversation perspective is say so you said you want to have this done by the end of next month well to have that started in time we'd have that done in time we need to be started by the first week of next month so I'm going to give you a proposal next Wednesday and I'll follow up with you on the following Monday just to make sure that you have all your questions answers so that I can get a decision in time so we can start to be completed by your deadline you're using a lot of the information they gave you in the earlier part of that building rapport breaking the ice collecting information to control the sales process within their time frame and this is the most important part when you're setting next steps do it ask for the sale like we talked about the soft close but then use their timeline but your process so you control what next steps happen they control when it happens based on whatever their decision timeline is whatever their process is or however they're approaching it so you need to make sure that you understand that and if you're going through an entire sales process and leaving without understanding their timeline you are going to run into that hamster wheel of when to follow up check my other video about how to create a fall process but in this case this setting next steps is the fifth and final step in a sales call to guarantee you the most likelihood to close the deal again you got to break the ice you got to build rapport you got to collect information about the scope and who's involved how they want to be communicated with you got to do the soft clothes ask for the deal and then you're going to set proper next steps and again you control what happens next they control when if you do that effectively you'll significantly increase your likelihood of closing the deal please subscribe to the channel comment below if you have any questions about this or some best practices you've used that I'm mist so we can continue to get better as an industry don't forget went fast and went off