Closing sales for construction industry

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so I just got finished with a a meeting with some clients and you know if you've ever studied sales or watched a YouTube on or a YouTube video on sales or anything one of one of the main things that everyone brings up is that you want to talk to the decision makers and this is super common in in Remodeling and home construction often with remodeling we'll get an inquiry and it will be a wife who wants her kitchen remodeled and she'll be the one spearheading this she'll be asking the questions she'll be the one that we meet with but she's probably not the only decision maker her husband is another decision maker and in many cases the primary decision maker but he's not the one that you're actually talking to and so in sales this is why it's one of the common questions that you'll get in every checklist is that you need to ask who are the decision makers and the reason you want to know is because you're gonna require their buy-in in order to make the sale if you don't have the buy-in of all the decision makers or the most important decision maker then there's just no way that this is going this deal is going to progress down the line and so let's talk about buy-in for a second uh what is what exactly am I talking about so in this case today I was I was talking with a couple people and the third decision maker who is the primary decision maker was not there and I know what the priorities were for these two folks but I didn't know the exact priorities of the main decision maker and so this is one of the questions I asked and eventually I'm going to have to speak with this person because I need to know for sure what their priorities are now how does this relate to like selling a remodel it's very simple and it's very powerful if you're not doing this already you should absolutely be doing this so when you are meeting with a couple if if you're if it's a husband and wife decision makers you would you you want to meet with both of them you should try to meet with both of them they both need to be there and when you walk through their kitchen or whatever you want to spend a lot of time pulling out of them their priorities like what do you care about in a kitchen you know maybe the wife wants a really nice gas range and a farm sink but the husband really cares more about the refrigerator okay you need to find out all these things and figure out what the most important things are for each person once you do that then everything that you propose moving forward probably giving an estimate or a verbal proposal or both or whatever whatever plan that you propose moving forward needs to address directly the priorities of each person if you can come up with a plan that includes the really nice range the farm sink and the exact fridge that that that they want no matter what else is involved because you know there's going to be a thousand other things involved all that stuff doesn't matter as much on the flip side if you create an estimate or a proposal and it is a full kitchen remodel but you don't address specifically those wants and needs and don't wants of those people like their priorities to put it simply then the deal isn't likely to move forward so figure out who the decision makers are make sure they're both there when you're meeting with them get to the bottom of their real priorities the most important things to them and then frame everything moving forward based on those priorities if you do that you'll make more sales