Closin' The Deal

[NS'Creter]

This is my weakest trait and it's probably the most important part of sellin' the biz. I'm workin' on it. I have no trouble, usually, in sellin' a stained and engraved job...as far as folks seeing the value goes. I can get 'em excited about the possibilities too...I get amped up and they "catch" my enthusiasm (I think). But closing the deal.... I need to develop my technique and skill in that area. So any suggestions are greatly appreciated 'cause if the deal's not closed...the deal's not done.

[alexwright]

I need help here as well. My wife and I have talked this over and we believe she needs to be the one selling. She used to work for a lawyer and she would always pretty much get the clients to sign up, when they talked to the lawyer he would goof it up and lose the clients sometimes because of his inability to close the deal. She's a smart gal, she was studying to be a lawyer herself but personal finances hindered and plus fell in love with me and she lost track. Once the kids grow a little more we'll get her back into school in night classes and online courses (another profession though).

[sincero]

To close the deal you give the client choices. Do you want the small tile cut or the large. A 15 inch border or an 18. How do you want to handle the deposit? (closing question). Answer: Don't ask questions that require a yes or no. As if, or, that questions. Close again by stating "I'm busy all this week, would next week be good or the week after next?
mr.concreto
fred mendoza

[NS'Creter]

Those are good suggestions. My wife has been a professional and reasonably successful salesperson for at least 10 years. (Not in this biz.) My bumbling in the field frustrates her I think. She tries to train me but I truly have a learning disorder for sales. I've read stuff to try and better my closing...it's a work in progress. My pitch has noticably improved...I hook them, I just don't reel 'em in I guess.

[NS'Creter]

I mentioned in the "Advertising" thread that I placed some Kijij ads and had been getting a response already. I answered 2 emails from a guy asking me to place a garage slab and got a third email just a minute ago saying that he wanted me to do the job. I realize it's not decorative, but it was effective.
I gave him a "site unseen" estimate and have to confirm with a quote by the 27th if possible...shouldn't be a problem unless there's conditions on site that he failed to mention.
It's a 24' X 30' slab. I priced it at $6,251.50...how does that compare with your areas?

[NS'Creter]

I got a call from Angola first thing this morning. That's a first. It was the driveway job that I bid...the 88 footer to place, stain and engrave. I got a verbal go ahead on it. That was good news. I speak with the wife in person, but hubby's on an oilrig in Angola. There's other work involved as well; some anchoring tubes drilled n filled and a small addition to the existing foundation for them to build on. Good job to get.

[aynet]

I had to laugh at myself because it took me a minute to figure out you meant Angola, the country, and not Angola, the Louisiana State Pen.!
Oh, gosh -- I really do NEED a vacation!

I'm really glad you're getting those good leads from your ads. We could place concrete all the time here, but don't have the know-how or desire to know-how. Half our phone calls ask about placing new concrete.