Most contractors skip a real inspection and jump straight to the pitch, which tanks their close rates. A thorough, owner-focused inspection builds trust and urgency before you ever ask for the sale. Do this right and you'll close about two-thirds of your presentations.
The average contractor, in my opinion, does not conduct a professional inspection, one that meets the needs of the owners. And so your sales reps, this is the part where the person gets to talk more. It's harder for them because they have trouble controlling what's happening in front of them. So they want to move to the demo, the demo and the close where they know every little thing and they've been scripted what to say and what to do. And Where they're weakest is the inspection. Now, several incredible things happen during the inspection when you learn how to do this. First of all, you develop trust, credibility, and urgency and rapport. Rapport not meaning they like you. Rapport meaning that they believe you understand them and you care. If you can obtain those before the sales presentation, you'll close probably two-thirds of those presentations. So what is the main reason? It wasn't you didn't lose it because of price. You didn't lose. You lost it because you didn't have trust, credibility, urgency, and rapport.
