Contractor Sales Secrets - Master Customer Needs Instantly

Jones, when you're looking for a contractor, if you could wave a magic wand, how would the experience go for you? And they would tell me exactly everything I need to know to focus on in my presentation. There's another big mistake. I see out of a lot of companies, they have like this 20 question survey that they go through with homeowners and the homeowner's going, I'm being sold by a salesperson. Instead of knowing those 20 questions and interspersing them throughout our sales process at the right time, in the right place for their gravity, because questions have gravity, there's soft questions that I can ask up front. Like, Mr. Jones, have you had anybody look at your roof yet? That's a soft question. Yeah, I have had a couple of how to go for you? And I can make it very conversational. Well, they did this, this and this. Did, did they check on this and this? Like I can start to say, hey, were they looking at these things as well? And start to separate myself from other folks. And so I can ask a question on a question on a question. One of my favorite questions to ask is, Mr. Jones, when you're looking for a contractor, if you could wave a magic wand, how would the experience go for you? And they would tell me exactly everything I need to know to focus on in my presentation. They're telling me their hot buttons. One of my other favorite questions is have, have you ever worked with a contractor before? Most people have and they say yes. And then we go, how was the experience? And most people's is not great because most contractors don't do what they need to do to create a world class experience. And so they're going to point out to you all the things that didn't go so great. And there you go again, hot buttons that you can focus on in your presentation.