Brian Kaskavalciyan shows contractors how to borrow from marriage counseling: get both partners talking openly during the first visit. Surface their real concerns and financial expectations upfront, and you'll neutralize the "we need to think it over" objection before it kills the deal.
By the way, I didn't learn this from any sales trainers. I learned this from marriage counseling. I learned how marriage counselors work to get two people to talk to each other because that's the goal. And so I learned how to, in the initial visit, get these two people to talk to each other in front of me. I'm going to make you a promise, Brian. When you get to the end, you hear, we want to think this over. Most of the time, most of the time, that means we want to discuss this without you sitting in front of us. It doesn't mean they're going to think it over. All right. And so we, we try to deal with, I want to think it over. If I can get them comfortable. Talking to each other in front of me earlier in the conversation, then when I get to the end and we have to talk about the amount of money this is and how do we defer that investment over a long period of time using a financing program, is this a good deal or not a good deal in terms of return on investment? And where does this sit with these other projects you have around the house? So not only will they give me meat early on that I can use to help me make this sale, I have them comfortable with telling me the truth at the end.
