Every remodeler has faced this scenario – you go to the home to discuss the remodel job. The homeowners get excited with the prospect of the new, beautiful home that will be theirs with a remodel project. You give them the proposal that outlines the details, costs and timeline. Then the enthusiastic prospect suddenly becomes the silent prospect.
When doubt sets in and the reality of the scope of the project is in front of the homeowners, many things go through the mind of the prospect.
What can you do to keep this project on track so that you can begin the job vs. losing the sale? After all, there was a reason the prospect contacted you in the first place. THEY wanted to do this project, at least, at some point in time.
Although no one ever wants to lose a sale, every sale is not a valuable sale that is worth closing. Sometimes you need to “know when to fold ‘em”.
Here are some valuable resources that may help you in your efforts to close the sale.
Learn more about 4 personality types to watch for:
Prospects Voicing Sudden Doubts? Here’s How to Save the Sale
A good blog post on the subject of closing the sale, not necessarily specific to remodeling:
4 Common Prospect Objections and How to Handle Them
A checklist, of sorts, for scoring prospects:
Scoring prospects with a lead sheet
Tips for creating a formal sales process:
Creating an effective sales process