On June 3, 2006 at 00:08, Mr. Stanley said...
I pinned him down on the equipment verbally at
the house, he agreed it sounded great, I told
him I'd email him the breakdown, so we could get
on schedule.
When I touched bases with him, to see when we
should start, is when he started coming up with
all the crap about his connections, handy family
members etc.
Right then and there, I usually ask these people, "Mr. Customer, did you contact my company to inquire about a purchase, or were you looking for some information? If you are interested in a consultation, I'd be happy to meet with you and help you plan your system with the product available from your presonal contacts. Our design consultation fee is (insert some appropriate number, between $500 and $5,000, depending on what the poject sounds like it'd be at retail, and just insert your labor fee AS the design fee). When they balk, WALK THEM. If they bite, then say "Excellent, in order to begin, I'll need the deposit fee up front. We've been burned too many time by people who are just looking for free information. We are a business, and need to make money like everyone else." Then if he writes you a check, you're golden. If not, consider him heading into the sunset.
I know I'm sounding a little defensive, it's just
that this guy being a veteran sales guy, knew
how to extract the info he needed!
These are the best kinds of people, cuz I just cut right through the BS with them and say "Look, I know you're an excellent sales guy, so tell me what it is you're looking for, and I'll see what I can do to accomodate you. You probably hate being stroked just like I do. If you're looking for information, (repeat above)."
Yessir! Thanks Fred. I AM going to institute a
deposit plan, and structure my dog and pony show
so I don't give away the farm (info wise).
ANY company should institute a deposit plan. I take deposits on everything over $1,000. Period. You'd be amazed how customers respond when you tell them you need a deposit before you start doing any work. Take a 'retainer' for design, then a deposit for parts, a draw for beginning the labor, then final payment upon completion.
Been selling for many years, and have good "radar",
but once in a while, ya just get hosed!
Yeah, the radar goes out sometimes, and on those occasions, you just have to suck it up and take your lumps, but remember to LEARN from it, and put that info into your bank for the next guy. Remember, these guys all talk, and he'll be telling his buddie about the guy as ABC Audio/Video who gave him all this great advice for FREE, then he took it to the internet and bought all the stuff cheaper.....
A great district manager of mine once told me "Once you realize the sale is lost, then forget about it as if it never happened. You'll lose more then that one sale if you continue to dwell on it. Just remember what happened, and watch for it to happen again."
Where's my thread about your closed sale? It's Saturday morning...you've got about 36 hours to close something and make us proud!
Fred