Have you ever had a prospect tell you, “Can you send me an email with more information?” Or “Can you follow up with me in three weeks?” Or “Can I talk to some of your current customers?” Or even worse of all, “Can you give me a bigger discount?”
These are the kinds of questions we hear when we use the old model of selling. And what’s crazy is that this approach actually dates back to the late 1800s. What’s craziest of all is that most of us follow this process unconsciously. It’s been taught to all of us by pretty much every source out there, including famous sales gurus. But all those folks and all the gurus have it wrong, and they want you to think that you just need more enthusiasm for what you sell. But that couldn’t be further from the truth. That’s why we need to change our approach completely to the new model of selling.
This is where you get total and complete control. When you break through each of these steps, I’m going to show you how prospects suddenly stop working with you for the best deal, and instead, they stop ghosting after that presentation and they stop treating you like just another vendor. Most importantly, they buy. So if you’re ready to help your prospects buy more from you, then what I invite you to do is to start learning how to use a sales process that takes full control of your sales. My name is Christopher Scoville and I’m EVP of Business Development with SFC and the founder of BluePagesPro, which helps contractors connect with homeowners in their local market with absolutely No Lead Fees and No Friction.
Now, you may be here because you’ve read one of my blogs over on the Contractor Coffee Shop Blog. or maybe you’re one of the thousands of people that see my YouTube videos every year. But that’s not what really matters on where you found me or how you were referred to us. What matters is that you take control of your selling, whether it’s for your business or for your career. We’re not using some gimmick or trick here. We’re using real strategies that have been proven to work for all of the people reading this right here. Whether you’ve been selling for weeks or years, this is going to change the way you think of selling. In fact, if you’re ready to take back control of your selling, I’d like to quickly start by sharing with you the four must knows in order to change your sales.
Let’s dive right in.
So firstly, you must be willing to sell differently than your competition. I call this the ZigZag Theory— when they Zig you should Zag. Now, there is such a herd mentality when it comes to everything in life. Humans are herd creatures. So what happens is that when we start selling, we first typically start doing what we think we’re supposed to do, which is what all of our other competitors are doing out there. The problem is that there’s no way to stick out if you’re doing exactly what your competitors are doing. So the first thing that we have to do is to be willing to go in a different direction than what our competitors are doing. If our competitors are pitching, we need to be listening. If our competitors are super enthusiastic, we need to tone it down. So we need to be selling in a way that is completely different from our competition.
Next is that you need to be willing to change what you do if you want different results. Einstein’s definition of insanity is doing the same thing over and over again expecting a different result. So if you have been doing the same thing as so many people out there, then you must be willing to change what you do if you want your results to be different. That’s going to require stepping outside of your comfort zone. That’s going to require doing some things that maybe you haven’t thought of doing before. But that willingness to change is absolutely critical.
Next is that you need to recognize that a few small changes can make a huge impact. Now, people often think that in order to dramatically increase their sales, they have to throw out everything that they know. The reality is that you don’t have to throw out everything that you know. You do need though to be willing to make some of those small changes that are going to have that big impact, and recognize that oftentimes if we’re making those small changes in the right places, those are going to have a huge impact.
And lastly, it’s about taking aggressive action. We’ve got to be willing to really implement. So even with the strategies that I’m talking about right now, you’ve got to be willing to implement what you’re learning. We can’t just be sitting back watching YouTube videos and hoping that things are going to change. We’ve got to be willing to take that aggressive action.
Now, I can’t teach you everything in one blog article, but what I can promise is that https://www.facebook.com/groups/contractorcoffeeshop when you join me over at the Contractor Coffee Shop FaceBook Group, I’m going to reveal how we helped tons of contractors increase sales and helped their Sales Pros win more jobs while exceeding customers expectations. We talk about REAL-WORLD stories that happen at the customer’s kitchen table after the demo and inspection. We discuss how to use financing at the point of sale to close more jobs. We talk about the best Tech-Stacks to help your business become super efficient and so much more.
Now, I cannot wait to show you the counterintuitive approaches to generating more leads, building trust, creating value, avoiding buyer’s defenses, and ultimately, yes, closing more sales. But this really is not just about sales, it’s about achieving the life that you want.
And by the way, if you’re skeptical like so many contractors are by being OVER-PITCHED online nowadays, we do not pitch and or spam in our community online. We simply help contractors win.
Come join me.