Chapters
If you’ve always been the one who closes, handing sales to someone else feels impossible. Your new sales guy comes back from appointments talking about tire kickers, and you end up running the appointments yourself again. In this episode of Scaling Outdoor Living, Rex breaks the in-home sales appointment into five checkpoints anyone on your team can learn.
Money is the last thing you talk about
Most new salespeople lead with price because it feels like what the homeowner wants. It’s the fastest way to turn a $70,000 backyard into a number on a comparison sheet. Price comes after the homeowner has agreed on everything else.
The 5 checkpoints
- The agenda. Agree on how the appointment will run in the first minute. “Mind if I ask what the office said we’d be doing today?” saves you from finding out 20 minutes in that they have to leave to pick up the kids.
- What matters to them. Their needs and expectations for the project. Go in, sit at the kitchen table and ask. Homeowners will invite you in.
- Why now. What’s driving the timing. Without a reason to do it now, the project waits.
- Trust in your company. Why you’re the one to build it.
- The money. Only once the first four are in place.
What happened when Forsman’s handed it off
Forsman’s Finest Decks in Omaha gave this process to their project manager, who had never sold before. He ran 30 appointments, closed at 20%, and closed a $70,000 project on-site.
