Builders Oversights Sure to Lose Money #1 – No Answers to Objections!

You were so certain you had that building renovation estimate all sown up? Felt like a business success. The meetings were going well and they seemed happy enough! But it didn’t happen. Dejection!But, how could it, when they told you, “Another builder said he could do it cheaper.” Or, “We just don’t feel you are a large enough building business to do the job?” Or, “An uncle has recommended an old family builder who will look after us.”In this article I will show you three things you can do to turn such statements into sales assistants. The steps are:

1. List reasons given2. Write careful answers to each reason3. Craft into your sales process

1. List Reasons Given

Think back over the last 5-10 sales opportunities you have had that have resulted in a No Sale. Make a note of each of the reasons given for not choosing you. If they didn’t give you a reason, note down what you think it was. In fact, it is a good idea to keep a file in which you list the reasons people didn’t buy.

2. Write Careful Answers to Each Reason

It is likely that there will be only 2-3 common reasons people do not buy from you. So, find the most prevalent and write the answer you would give if you had the time to answer in your way. Do the same again for each of the other reasons you have found.

3. Craft into your Sales Process

Craft your answers you have written into your sales process. Place them early and gain agreement to the answer before the objection even arises.

An Example

A common objection to agreeing to your estimate is that they need to get it approved first. Your client might say,

“Thank you for your presentation and for the estimate. We need to get our uncle (who is an accountant) to look over this before we sign. We’ll get back to you.”

This is a killer, since it means that your clients now have to “sell” you to someone who has not met you. And because he is being relied upon he is likely to be cautious. So, the best place to overcome this objection is very early in your sales process. You can craft your process so go something like this,

“Now who else will be involved in the decision making for this project?”

When they tell you, say,

“So what do we have to do to get them to our meetings so they can be fully informed?”

This way your clients take ownership in overcoming a possible future objection and you show your professionalism by ensuring they get the best decision making assistance.

If you take these three steps and deal with objections before they arise, you are much more likely to be the builder of preference. Wouldn’t that be nice?

Question

So how is your building sales program going? Are your client’s objections losing you sales? Have you closed deals recently or are you struggling with objections? I’d love to hear what you are doing that works, or what you’re struggling with.Post your comment below