The key to selling more is repetition and standards. This makes you at easy, fluid and comfortable as you sound knowledgeable and smooth are you are conducting an estimate. You should have a routine for your estimate. What I mean by this is that you should have a step by step process as you conduct the estimate. For example :
* Initial Meeting (finding common ground and listening to your clients ideas and needs)
* Measuring and walking the job physically with your client. Involve the customer.
* Presentation this is where your sales book comes into play.
Your sales book should contain the following with copies to leave behind so the client can study, explain to their husband etc.
The who are we sheet.
Here is where you tell your potential client why your company is the best and why he should pick you form the other three estimates. It should be clear and concise. Are you a franchise, has your company won any awards are you family own. The client should know every detail and know who you are representing. People do business with people they know.Reference letters, neighborhood or local jobs you have completed etc. Your...
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