When it comes to winning over work and customers, salesmanship is pretty damn important.
So, going deep and becoming a master at sales is something we’d strongly recommend you dive into…
But that takes time, and you want results NOW!!!
So, what I want to do now is share with you a super simple weapon that you can use to get results immediately.
That weapon is to…
UNCOVER THE MOTIVE!
Most contractors identify WHAT the prospect wants in the sales process (e.g. Craig wants 5 pendant lights installed in the kitchen by next week)…
But rarely do they ever go deeper and try to understand WHY they want it and WHY they want it now… THE MOTIVE!
Craig doesn't just want 5 pendant lights installed in the kitchen by next week…
Craig wants to light up his kitchen in a stylish way for an engagement party that’s happening next Saturday night for his daughter Jenny who he loves so much and doesn’t want to spoil the event with poor, unaesthetic lighting that will make Jenny angry because she's spent $2,000 on a photographer for the night that needs good lighting…
Golden rule: People buy for a reason.
Your job as the contractor is to uncover that reason and tap into their deeper emotional reasoning, so you can work with the customer in the sales process to map out the best solution in alignment with their ‘why’, allowing you to deliver superior upfront value, and making them more likely to move forward with you.
For example, you might go to site to quote up the pendant lights, but realise that the outdoor area has limited lighting for the event too... So, you talk with Craig about the outdoor area, lay out the options for him, and let him make the choice to move forward with the options or not.
This is MASSIVE value for Craig, drastically increasing the likelihood of Craig moving forward with you, and an opportunity for you to capitalise on their motive and make more money!
Now, if you didn't uncover this motive, you very likely would've never even looked outside because you would've been completely focused on the 5 pendants lights!
Again, uncover the motive and provide superior value!
If you're an electrician, plumber, painter, carpenter, or any other trade business owner who is looking to take their business to the next level, click here to learn more about how our team can help!
