Builder - How To Use “No” To Your Advantage #2
Builder-How-to-use-No-to-your-advantage-2
So you have worked through your building quote or renovation estimate with your client. You have followed the best recommendations and gained their agreement to be there when they are making their decision. You made sure that your construction quote stood out from all the others. But as you sit with your client reviewing the other quotes doing your best to explain the gaps in the others, they still raise an objection.Again, your worst fear has been realised! They have raised an objection! You thought you were over the feelings you get when this happens. But it’s there again. That fear! That you are going to lose the sale! To an inexperienced builder this can be scary, but to an experienced building salesperson an objection is just another opportunity to help your client. So what do you do when your client raise an objection?In this article I outline three keys to benefiting from objections.
1. Take it on the Chin
An objection...is just another opportunity...to help your clientDo not argue. Because you are more informed than your client you may easily win the argument. But at what cost? You are likely to lose your client. They may feel defensive. And further, think that if this is how you treat them now, how will you treat them during the build process? Argue with them and another builder is likely to win.Instead appreciate their comments and agree with their right to think them. e.g. “Yes, I can see how you would think that.” Then ask them to expand further. e.g. “May I ask why you say that?” or something similar is an excellent way to proceed.
2. Protect Your Client
Making a purchase (especially a large building purchase) is an extremely emotional experience. Your client is probably feeling more emotionally on edge than you are. So be sensitive to their feelings. Their objections may have little logic attached. But it is likely to birthed from some emotion. It may be that they are still trying to come to terms with trusting you, or it may be that they are uncertain about going ahead with the project at all! So, at all costs - protect your client’s feelings.I have met builders who are able to tell their clients what they need to do - and get away with it! But these builders have taken the time to build and protect a strong trusting relationship. They have provided excellent testimonials, told the story of their experience and ensured they have fully understood their clients real needs. Even while “telling” their clients “what they should do,” they have done so gently and with respect.
3. Let Them Answer
Many times your client will answer their own objection if you assist them - by asking careful questions and giving them time. Never forget that the reason you are there is because they do want to do something. They do want to but! It is much better to show them where and how they can find the information they need, than to answer their objection for them. By so doing you are removing yourself as the salesperson (committed to getting the sale at all costs), and becoming the professional advisor.
Your Takeaway
So, next time you head into a sale, remind yourself that you are there to answer your client’s questions and protect their emotions. Your goal is to help them find the solutions they need. Happy selling
Talk Back
So what are some of the difficulties you have faced in selling your building services? How have you overcome them?I’d love to hear of your experiences.Post your comments below.
Read More in the "How To Use No To Your Advantage" series:
Graeme
P.S. Whenever you’re ready….here are 4 ways I can help you grow your building business:
1. Grab a copy of my free book
It’s a road map of a successful 15 minute sales call that’s guaranteed to increase your conversion rate. http://thesuccessfulbuilder.com/book-15-min-sales-call/
2. Join Trade Mates and connect with builders who are scaling too.
It's our new Facebook community where smart builders learn to get more income, time and freedom. View our free business resources for builders. Ask questions of like minded business owners and business coaches. Give your knowledge and expertise to help others. - https://www.facebook.com/groups/TradeMates/
3. Join My New Group
I’m starting a new group called “OnRamp” to kick start sales and marketing in your business. If this sounds like you, message me with the words, “OnRamp”, and I’ll get you all the information.
4. Join Loft Members
If you’d like help to get off the tools, make more money and get your life back...just message me at graeme@thesuccessfulbuilder.com and put “LOFT MEMBERS” in the subject...tell me a little about your business and I’ll get you all the details.