“How to work with your salesman and close more deals.”
I know there are a lot of ways to work and close deals. Sometimes your sales staff cannot close the deal right away. Maybe your client needs to think about it or even get some more bids.
We have a policy that our sales staff has 5 days to close the deal once they have pitched the client the first time. Then after that they must turn over the job to there sales manager.
Now I no what some of you are thinking, but follow with me and here me out.
We did a survey of 700 leads that came into our office. We sold 50% of them. Now we have 350 leads unsold. After checking the county records we found 50 more that we had sold but was not entered into our system. So now we have 300 jobs unsold. The county records showed 100 jobs had permits pulled by other contractors. This left 200 jobs unsold.
So we now had our sales manager start calling the 200 unsold leads. He did not high pressure he just asked how we can earn your business? He reset 50 appointments and has sold 32 of them so far at $268.000. Not bad for lost leads.
But the real kicker was what he found out once in the clients home. The biggest reason we had not closed the sale was no follow up was done. Most of the clients said they never close on the first appointment because they want to think about it.
We are in a senior living area and most of our clients are 65 plus. So now we asked our sales staff why they never went back to try and close again. The sales staff believe that if they do not close the first time they will not close at all. BIG MISTAKE!
So now you see why they turn over there deal after 5 days and they also lose 50% of there commission if it closes by our sales manager.
Now let me fast forward another 2 weeks because we have continued to work on the balance of 150 leads. We have reset another 28 leads and have closed 18 of those so far at $163,800. So all together we have closed another$431,000 by just rehashing the deal with our clients.
So as you can see this was a big deal to us plus a major wake up call. With the economy the way it is right we need every deal we can get our hands on.
So take the bull by the horns and set up a rehashing sales program and you will see your sales grow.
Happy Selling
Glen
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