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Casual Articles - Overcoming Objections When Selling Your Cleaning Service
Easy, quick and painless. If your Credit policy is flowing smoothly, it is probably all of these.“Become the Squeaky Wheel,” a new book written by a leader in the debt collection industry, Michelle Dunn, explains that Credit policies are a must for any business. Her book will give you the tools you need to collect more money and prevent bad debt in the future.Some steps you can take to make your credit policy, Easy, quick and painless are:1. Make it easy for the customer to get credit with you. Have packets paper clipped together at the front desk, include the credit application, automatic payment permission forms and anything else you want filled out before opening an account.2. Make it quick, by having these packets ready
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are willing to pay more if they perceive the value to be high.
Try this exercise. Take a blank sheet of paper and make a list of the features you off
If you are thinking about a career in culinary arts then studying in a culinary school is a must. You may be a great cook but you will never become expert learning culinary arts yourself. Further taking up a job as a chef in a good restaurant demands a professional qualification, which comes only after attending a regular culinary school.There are many a myth surrounding culinary arts. For example people say culinary is an art and art cannot be taught. This is not true. First culinary is not just an art, its science too. You must know about the ingredients you are using while cooking. You should also have through knowledge of the contents of the ingredients or additives you use to cook food. It helps you to be an informed chef.Another myth i
*Your presentation was weak and didn't fully answer their questions
*You didn't establish trust or credibility
*You didn't establish need
*You didn't completely qualify the buyer (you didn't do enough research on this prospective customer)
Why do so many people struggle with handling objections and why are there so many objections to overcome in the first place?
*Lack of product knowledge
*Lack of sales training and techniques
*Lack of self-confidence
*Not prepared, didn't practice
The best way to overcome objections is to prevent them from coming up in the first place.
*Make a list of every possible objection you can think of. Think about past sales calls you've made and write down the objections you've received.
*Write down your responses to your list of objections.
*Incorporate your answers into your presentation so you've answered the objections before your prospect has a chance to bring it up.
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doesn't.
You might want to incorporate some of the following into your presentation:
*Use real-life stories of similar situations. For example, if you had another customer that made the purchase despite having the same objection, use that example in your presentation.
*Use testimonials. Perhaps you had a customer that had a price objection initially, and then later realized that he actually ended up saving money. Prospects might not believe it when you tell them the story yourself, but if you have a written testimonial from someone else, it's much more powerful.
*Offer a comparison chart - your service versus the competition.
*Use phrases like, "Our experience has shown..."
*Use a phrase like, "Our existing customers had similar concerns, so in response to their concerns, here's what we did..."
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are willing to pay more if they perceive the value to be high.
Try this exercise. Take a blank sheet of paper and make a list of the features you offe
A resume may not be who you are, but to a potential employer, it may be all they see of you and make or break your chance for your next interview. While many of us either spend long hours crafting the perfect resume (or pay someone else big bucks to do it for you) and may not want to mess with perfection, not updating your resume may cause more harm than good.If you are currently in the job market, evaluate your resume, and whether it's been six months or six years since you dusted it off, chances are you've acquired a new skill, shown leadership in an organization, or somehow improved since you last met with your resume.Add in anything new that will aid you in your job search, and as much as it hurts, delete anything that is outdated or is
*Lack of product knowledge
*Lack of sales training and techniques
*Lack of self-confidence
*Not prepared, didn't practice
The best way to overcome objections is to prevent them from coming up in the first place.
*Make a list of every possible objection you can think of. Think about past sales calls you've made and write down the objections you've received.
*Write down your responses to your list of objections.
*Incorporate your answers into your presentation so you've answered the objections before your prospect has a chance to bring it up.
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doesn't.
You might want to incorporate some of the following into your presentation:
*Use real-life stories of similar situations. For example, if you had another customer that made the purchase despite having the same objection, use that example in your presentation.
*Use testimonials. Perhaps you had a customer that had a price objection initially, and then later realized that he actually ended up saving money. Prospects might not believe it when you tell them the story yourself, but if you have a written testimonial from someone else, it's much more powerful.
*Offer a comparison chart - your service versus the competition.
*Use phrases like, "Our experience has shown..."
*Use a phrase like, "Our existing customers had similar concerns, so in response to their concerns, here's what we did..."
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are willing to pay more if they perceive the value to be high.
Try this exercise. Take a blank sheet of paper and make a list of the features you off
Recently i met with a gentleman at a networking event and we got talking about his business, and then we began discussing self help programs and his comment was along the lines: "why do people keep going to motivational events? Can't they just do it for themselves?." It was not so much what he said, but how he said it, his negative tone and disgust at why people would consider spending good money to attend such events.I had to chuckle at his uneducated comment, and so i asked him: "why are you here today?." In a way, he kind of answered his own question. There was nothing particularly different to the people who just a few minutes ago he had damned and his own reasons for coming to the networking event that night, which was to network, learn from o
*After rehearsing your presentation, try role-playing with a colleague, friend or family member.
*Try out your presentation on prospects. Make any needed revisions and track what works and what doesn't.
You might want to incorporate some of the following into your presentation:
*Use real-life stories of similar situations. For example, if you had another customer that made the purchase despite having the same objection, use that example in your presentation.
*Use testimonials. Perhaps you had a customer that had a price objection initially, and then later realized that he actually ended up saving money. Prospects might not believe it when you tell them the story yourself, but if you have a written testimonial from someone else, it's much more powerful.
*Offer a comparison chart - your service versus the competition.
*Use phrases like, "Our experience has shown..."
*Use a phrase like, "Our existing customers had similar concerns, so in response to their concerns, here's what we did..."
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are willing to pay more if they perceive the value to be high.
Try this exercise. Take a blank sheet of paper and make a list of the features you off
Many clear distinctions can be found between B2B (business to business) and B2C (business to consumer) marketing. The two categories employ similar marketing programs such as direct marketing, internet marketing, and advertising and public relations. But they differ in what these programs say, in the execution of these programs and the result of the marketing activities. Both B2B and the B2C employ the same initial steps in developing a marketing strategy. From the point where you spot who the customer is and why they want to hear your message, the marketing activities diverge.Based on relationship building marketing efforts, B2B marketing explicitly caters one business to another business. Therefore, it maximizes the value of the relationship. Nor
*Use testimonials. Perhaps you had a customer that had a price objection initially, and then later realized that he actually ended up saving money. Prospects might not believe it when you tell them the story yourself, but if you have a written testimonial from someone else, it's much more powerful.
*Offer a comparison chart - your service versus the competition.
*Use phrases like, "Our experience has shown..."
*Use a phrase like, "Our existing customers had similar concerns, so in response to their concerns, here's what we did..."
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are willing to pay more if they perceive the value to be high.
Try this exercise. Take a blank sheet of paper and make a list of the features you off
Public Relations is a lot about creativity and notability. Yet many industries have a tough time figuring out ways to promote and position their companies thru smart public relations programs. Let me tell you about a case study I worked on with an Independent Oil Change Chain.They had contracted with me to do some co-branding with out mobile oil change company and wanted us to go out and do some fleet business that they could not due because they were stuck in a location without mobile equipment. We split the contract monies and everyone won and then we got to talking about public relations.They had always admired our ability to stay in the news and maintain our position as a community based friendly business. We thanked them for the complim
Cleaning companies often find themselves having to overcome price objections. The important thing to remember is to discuss the value you provide to the customer before you start talking about price. This is why we stress talking about benefits rather than features. Benefits show value, and people are willing to pay more if they perceive the value to be high.
Try this exercise. Take a blank sheet of paper and make a list of the features you offer. Underneath each feature, write down the benefit the customer will receive. For example:
Feature: Bonded and insured
Benefit: Peace of mind that your contractor has taken steps to protect the building and its contents.
Feature: Employee training
Benefit: Employees take pride in their work and stay with their job longer when they receive training. This means the customer's building will receive higher quality of work with more consistency.
Feature: Building Inspections
Benefit: We make sure the quality of service is up to your standards so you don't have to spend time worrying about it.
Feature: Managing supplies
Benefit: You don't have to worry about running out of supplies or spend time picking up or ordering supplies.
Feature: Cleaning certifications
Benefit: Peace of mind, knowing that we're experts in our field. We're not experimenting with procedures on your furniture and flooring. When you need something done, all you have to do is ask.
This exercise should get you thinking more about the specific benefits that you need to talk about with the prospect. When he sees the value you offer, he'll have a better understanding of why your prices are what they are and will be less likely to object to your price.
What do you do if the objection has nothing to do with your service, but the simple fact that the prospect is happy with his current contractor? You need to start asking some key questions that will get the prospect thinking about why he should start shopping around, even if he's happy with the current contractor. Here are some tips for getting more information:
*Find out what is it about the current contractor he's happy with. What are they doing right? What does he like most about the contractor?
*Ask what changes he would make if he could.
*Question his selection process (not his selection!) Ask him by what standards does he judge his contractors by?
*You need to show a difference between your business and the current contractor. For example, perhaps you're using new technology that the current contractor doesn't have -- a telephone timekeeping syst
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