Ron Musgraves’ Commercial Sales Tip of the Day
I’ve been saying this for years, and it’s one of the simplest sales tips I can give anyone in the service industry.
Never go talk to a prospect without knowing the price!
If you don’t know the price, find it out before you go.
And whatever you do, don’t be that dummy who finally gets in front of a decision maker and doesn’t have a proposal or price list ready.
Don’t Waste the Opportunity
Think about it.
You’ve spent time identifying the prospect. You’ve figured out who makes the decisions. Maybe you’ve even spent weeks trying to get an appointment.
Now you’re finally standing in front of the person who can give you the business.
They ask you a simple question.
“How much?”
And your answer is, “Well, I’ll have to get back to you on that.”
Are you kidding me?
You worked that hard to get in front of this person, and you’re not prepared to do business?
Be Prepared to Close the Business
In commercial cleaning, especially when selling recurring maintenance services, you should know what you’re offering and what it costs.
If you’re selling routine services to retail buyers, have your price list ready.
If you’re meeting with a professional property manager or a higher-level commercial buyer, have your proposal prepared.
If you’re unsure what something costs, do your homework before the meeting.
You don’t have to know every possible price for every situation. But you should know enough to discuss the opportunity intelligently and present a realistic price.
Your prospect’s time is valuable. So is yours.
The Biggest Mistake
Too many salespeople think the entire purpose of a meeting is to introduce themselves.
Wrong.
You’re there to create an opportunity to do business.
That doesn’t mean pressuring someone into making a decision. It means being prepared when they’re ready to make one.
And here’s something else I’ve learned.
Sometimes you only get one opportunity to sit in front of the person who actually makes the decision.
Why would you waste it?
Today’s Sales Tip
Know your price. Have your proposal. Bring your price list. Be ready to do business.
Because the worst time to figure out what you’re selling is when the customer is ready to buy it.
After 43 years in the service industry, I can tell you that preparation is one of the simplest ways to separate professionals from amateurs.
Ron Musgraves
43 Years in the Service Industry
RonMusgraves.com