More Great Webinar Responses
On our latest home improvement webinar, we once again offered $100 to the customer who submitted the best idea that they intended to use as promptly as possible. We received our most responses to date, and wanted to showcase some of the best ones here:
“When training sales staff teach them that the REASON that potential customers have price objections to begin with is not the customer’s hang-up or problem. NO! It is the salesperson’s problem because in the presentation they didn’t show enough value to warrant that price!! Everyone wants to play the blame game – – knowledge is power and I hope that just them knowing that in order to have fewer price objections, they need to work on their presentations (demonstrating features, benefits & value) to the point the people feel like:Hey, this is worth it, even if it is a bit expensive.”
“I will use the left brain/right brain explanation in my next sales meeting to illustrate the science behind the customers’ demeanor during a sit. Many times we get caught up in our own thoughts thinking about what to say next. If my reps can be conscious about what is going on in the psyche of the customer’s mind and give the proper amount of time for the thought process to shift back to the other side of the brain, the close will manifest itself and not have to be fought for. This scientific explanation holds merit and gives my reps a reason to buy into this logic.”
“I sat in with a fellow remodeler and I will tell you the most important thing I took from this was that practice is very important. I am very aware of one-time closing and being quiet for the customer to respond; however, like the professionals in sports, practice is what makes you a professional, and I have now committed to practice everyday with objections – – 15 minutes daily before I head out to work.”
“The ‘we always get 3 bids’ close was great. I have played the webinar recording for my sales guys and they liked much of the other info as well. We will be using this in our sales presentations.”
“Our top takeaways:
– Learn the needs of customers
– Learn how to properly overcome objections
– Prepare yourself for each sales presentation
– Know Your Product!”
“What I have already tried on a sales call is the 4 to 6 second pause after the “We got to think about it” statement. I told the ‘Mr.’ that I appreciate that, then looked at the ‘Mrs.’ and asked what she thought. She was excited and ready to do it, however she allowed him to make the decision. Their excuse was that they weren’t sure if they were going to stay in this house or retire to Branson, MO. in a year or so. I plan to re-listen to the webcast, because I know I did not execute this technique very well. I really did find the session interesting and it reinforced techniques that I was taught years ago. Thank you for doing this for all of us.”
“The best thing I got was the S.A.L.E.S. closing process. Some of it I have used, but the part about the SILENCE for 4-6 seconds was great in addition to the rest of the system!”
“The best idea I acquired from the home improvement webinar that I will use promptly is to lead the customer to overcome their own objections.”
“I feel the best piece of advice I received was how to overcome the objection ‘We want to get several more quotes’. I had never thought to approach it with using the power of assumption to get them to commit. (i.e. so if my competitor comes in with the same price you will call me for the job).”
“S-A-L-E-S particularly ‘eliminate’. Also the phrase ‘other than that, is there anything standing in the way of you owning and enjoying our product TODAY?'”
“What I remember most and will profit by is the S.A.L.E.S close (Silence, Affirm, Layer, Eliminate and Solve). Especially, the pause of 4-5 seconds waiting for the client to go from left brain to right brain and have them answer their own objection. We will be listening to this webinar over and over again till it becomes second nature. Thanks again.”
“Be advised that we effectively used the ‘3 price close’ in response to the homeowner saying they wanted to get 3 prices. The sales rep was a veteran of ours and a very good closer, this made him that much better!”
“I always enjoy hearing you talk about the sales process. The best idea I got from the webinar was the “S” in S.A.L.E.S. – silence, (which is hard when you know what they are about to say). I have started taking the advice and listening thoroughly to each customer’s response, then keeping silent for a few more seconds before I respond.”
“What I took away from this home improvement webinar is how important it is to enter as much data as possible. I am just learning this system and have made it clear to the rest of the staff who have not been using it properly. Thank you for having these webinars. I have gone through some of the past ones as well. It makes learning much easier.”
“The best idea that I acquired from the “Overcoming Objections” webinar was isolating the objection. Our salespeople are going to implement that idea whenever a customer states an objection, by asking “Is there anything else that will prevent you from buying our product from us today?”
“I am certainly going to use the idea of pausing for up to 8 seconds before responding. I am a very quick thinker and often respond too quickly to what the homeowner says. This one technique alone should bring an additional sale per month at a minimum.”
“The one thing that sticks out in my mind was the silence between the questions or answers from the customer. I have implemented that in my life about 50% of the time so far. I am trying harder to understand that it will take a full 30-40 days before I have it down without consciously working at it. Thanks for the tip.”
For more information on our sales methodology, download our complimentary mp3 on in-home selling or learn more about our upcoming sales seminars.
