How to Make the Sale with this Simple Concept
How to Make the Sale with this Simple Concept…
“Find Out What People Want and Sell It To Them”
Building a home is not just about building a home. It's about the customer building a rapport with you and your company, and gaining a level of trust where they feel comfortable in investing in you to do the job.
The communication needs to be perfect from the start so that the end result reflects your best craftsmanship and their best dreams and aspirations.
The key to this is becoming a master at overcoming client tension. What causes this tension is the contractor feeling like the client does not respect their expertise, and the client feeling like the contractor really does not understand and "get" what they, the customer, wants.
The Solution: Improve Your Communication Skills
If you want to test how good your communication skills are, look at the responses you are getting. If the responses are not what you want, your communication skills are lacking. You could have all the expertise in the world, but at the end of the day, if you cannot communicate in a way that helps your clients understand the process, you will have a hard time growing your business.
STEP 1: GAINING VOLUNTARY COMMITMENT
The number 1 key to good communication is to gain voluntary commitment. No one wants to feel forced into something they don't want to do. Anyone that has an overbearing mother-in-law understands this well. So why not take that approach with your clients? Work with your clients, not against them.
STEP 2: UNDERSTAND HOW PEOPLE MAKE DECISIONS
The next most important way you can improve your communication is to understand the way people make decisions. When you can help people make those decisions in a way that seems natural to them, you will gain their commitment. Different people have different decision-making speeds and styles. Often, your clients think things through differently than you. Understand their behavior, and communicate in their style, not your style.
Conquering the art of communication is KEY in building a successful business. However, working with the right people can eliminate half the battle.
Learn how to identify and attract the perfect client in our next article, “How Can Knowing Your Ideal Customer Make You Rich?”
