I have noticed several posts recently on forums and Blogs from contractors trying to sell the way they did years ago. Gang, the old ways simply won’t work in this economy.
Here is what Brian Tracy had to say about that subject:
You Can’t Be Successful Selling The Same Way Today
Every savvy sales person knows the key to closing sales is to pay attention to objections and then figure out a system for eliminating them. And in this economy, your prospects have even more objections than ever and they aren’t going to disappear on their own if you just wait a little.
To survive and thrive in this economy, you’re going to need to understand how to eliminate prospects’ objections and how to get them to buy.
For those that want to see what the new rules of selling are in the construction business, our book, “Profitable Sales, A Contractor’s Guide” discusses many (over 225!) of the sales objections, “what if” scenarios and other opportunities you will see on a sales call. We’ve posted this list on our website, if you’ve been involved in remodeling sales for any length of time, you’ll recognize many of them.
