closing

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Permalink Reply by Taigert on December 23, 2009 at 3:54pm

I don't look at it as a "closing", To mr it;s more of a oppurtunity to make sure the client is totaly happy with the ptoduct they are ordering. I find that it weighs on how well I have educated the client about the value of their purchase, and listened to what they are asking for. Not trying to sell them something they have no interest in.
Taigert

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Permalink Reply by Dave Schiller on January 21, 2010 at 8:55pm

i do educate my clients on the benifit of our services and the value of our products. i believe that they do want me to sell them ,thats why they called us to come look at thier project. my question is how do others wrap it all up and get the signed proposal and deposit. just looking to be better prepaired. sorry if i worded it wrong

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Permalink Reply by David Tuttle on January 29, 2010 at 1:06pm

I have from a Cabinetmaker resource (it may be on here) get to the point where I make a sale, give a price and have a 10% retainer where then I start with drawings and samples. Now as far as implementing this I'm new to this and I miss that opportunity a couple of times, but I'm finding out that with a little money in your pocket and some out of theirs both sides feel more connected to the process. To just kick it out right and left takes a salesman's personality and like most engineers I'm just the facts 'mam

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Permalink Reply by Will Sampson on January 29, 2010 at 1:52pm

One closing technique that I used when I had a custom shop and that many shops use is to steer the discussion to schedule. By letting the customer know that you can't schedule the job until you have a deposit, you lend a certain amount of urgency to the decision. It also allows you to ask what I would call a non-closing closing question. Instead of asking the customer outright for a deposit, you can say something like, "So, are we ready to schedule your project today?" Even if they answer no that gives you an opening to find out what more information they need to make a decision or to deal with any possible objections they might have.

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Permalink Reply by Dave Schiller on January 29, 2010 at 2:46pm

In our market right now a retainer is out of the question,but i do think i can and will ask for it when they want revisions . that will make us both alittle more coneected like you said thanks

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