ARE YOU LOSING WORK TO CHEAP COMPETITORS?
DO YOU FEEL UNCOMFORTABLE OR LACK CONFIDENCE WHEN SELLING?
DO YOU FEEL LIKE YOU HAVE LITTLE CONTROL OVER YOUR PRICE?
Watch any episode of Shark Tank and you are GUARANTEED to hear the exact same question asked by every single investor sitting on the panel…
"How much have you done in sales?”
This is because without sales, you don’t make money.
Think of sales as oxygen for your business… you need oxygen to breathe and survive, the same way your business need sales. No matter what your trade - whether you wire switchboards, unblock pipes, or hammer nails… none of that matters unless you are able to sell!
So, if you are losing work to cheap competitors, feeling uncomfortable/lack confidence when selling (large OR small projects), or feel like you have little control over your price...
THINK ABOUT HOW MUCH MONEY YOU'RE LEAVING ON THE TABLE!
Here’s a hard truth to swallow... If you’re serious about being in the driver's seat when it comes to selling, you MUST have a clear and written, winning sales process. Without one, control is handed over to your customers, where you'll likely end up taking on any client, with any job, at any price... always having to fight objections, justify your yourself and argue over pennies.
Think about the negative impact this has on your bottom-line profit?
SHORTCUT YOUR WAY TO SALES SUCCESS!
Being a master at sales is not some mysterious, illusive, black art that some people are just naturally born with.
If you implement a clearly structured and systematic sales process into your business that you are disciplined enough to follow (just like you are with your trade), it CAN and WILL allow you to shortcut your way to sales success by allowing you to consistently price for profit and convert more desirable leads into high margin jobs.
Could you spend years and tens of thousands of dollars learning and developing a winning sales process yourself? Sure. Information on sales is everywhere.
But why do that when you can gain an immediate unfair advantage over your competition - right now - by using an already proven and refined winning sales process.
While your competitors learn through the school of hard knocks, losing jobs, wasting time on tire kickers, not pricing for profit and ultimately losing money, you can leverage the exact tools, scripts and strategies developed and refined by a team of industry experts to take back control of your sales process and shortcut your way to sales success.
BUT WHAT DO WE KNOW ABOUT SALES & PRICING?
HOW? THROUGH THESE EXACT TWO SALES PROCESSES
DOMESTIC
1.
PRE-QUAL PHASE
2.
CONSULTATION
3.
PREP TO WIN
4.
MIND THE GAP
5.
SITE TOUCH POINTS
6.
F-U MAXIMISER
COMMERCIAL
1.
PROJECT FILTER
2.
PREP TO WIN
3.
KICK THE DIRT
4.
WINNING PROPOSAL
5.
FACE-TO-FACE
6.
F-U MAXIMISER
SOME QUESTIONS TO ASK YOURSELF...
WRITTEN SALES PROCESS
Do you have a clear, written winning sales process that gives you control of the entire process, maximises your profit margins and boosts the chances of you winning the jobs that you pursue? Are you outlining MASSIVE value in your process or are you only competing on price?
PREQUALIFYING
Does your sales process prequalify your leads to weed out any tire kickers and win over your dream clients? Or are you wasting time, money and energy chasing the wrong prospects who either can't pay you, or are just price shopping with no real intention of using your services?
OBJECTION HANDLING
Do you have an effective system to both handle and remove customer objections in your sales process? Are you confident in defending your value and more importantly your price when you get resistance? Or are you at the mercy of your customers and how they think? Who has the power?
PRICING FOR PROFIT
Do you know how to accurately price your jobs for profit? Do you clearly understand your critical pricing numbers that you need to account for? Have you got a target gross margin for each type of job? Or do you simply slap on a random “mark-up” on your direct costs that seems to work?
PRICING SYSTEMS
Do you have clear, written pricing systems that ensure you price the same on every job? Are you leveraging the power of fixed pricing to streamline your quoting process and maximise your margins? Does your team have the ability to up-sell their current service and give clients a price on the spot?
BACK COSTING
Do you back cost past jobs to ensure that you're pricing future jobs accurately? Do you know the profitability of these jobs down to the dollar figure? Are you tracking quoted figures against actuals throughout your larger jobs, ensuring your costs don't blow out through inefficiencies & variations?
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