[ianharper]

Hi Guys

Have far do you go on an quote or, when should you stop. You want to give as much info as posable but you dont want to send them to sleep -)

Respect

Ian Harper

[Neil Grainger]

Hi Ian

I give them a consumer guide and allergy guide plus a detailed list of the various services on offer. Most importanly I give them a signed copy of my gaurentee.  I send this to them approx 2 days before quote date so they have time to read and ask me questions when I arrive to do the audit.

Hope this helps

Neil

[Shaun_Ashmore]

Ian that's a good question, I believe that if you let them do the talking then answer their question but indepth but it's like the long windered replies you can get you don't listen if it's too techy or boring.

Keep answers shortish but not too short, if you are asked a simple question say Yes or No to it then slightly enlarge upon it but not too much and then if it's an interesting topic to them they will ask more about it a bit like a cat and mouse feed them a line then pull them in then let it go etc.

If the customer feels as though they have done most of the talking they don't feel as though they have been sold to.

Shaun

PS selling is an art and when you have got a good 'script' you can keep using it but don't forget it will have to be kept modified as each customer has different needs and understands things in different ways.

[John_Flynn]

Ian the answer is quite simple!!!

You have two Ears and one Tounge, use them in that RATIO!!!

Listen and answer, a GOOD Salesman is the one who listens

[ianharper]

Thanks Guys

Thats why I think that the audits are so good. you talk they answer.

The great thing is that everyone will do an audit differant and its this that I am interested in. Take most thing over time they will delolop. Joe's audit will not cover things that we sell now that he did not when he wrote it. so it will need up dating.

How about I list the questions and we can see if we would add any more?

Shaun I know that you clean patio's , asking a question about this would bring it to the prospects attention that you provide this service, maybe asking if its slippy? As you said selling is an art. by asking the question you plant the seed. you not being pushey just covering all bases.

Joes idea is to reconmend what service they should go for at the end of the question part of the audit so again is just a recomendation and will relax the prospect to your selling.

Get to get most amount of money out of a prospect we need to let them know what else we do. evan if they dont use any extra services at the first audit they follow up mailings might produce results. And by knowing all the info about the home then you can send special offers in at times of the year when you dont have much work.

Respect

Ian Harper

[Ian Gourlay]

When

I was in The Pension selling industry I used to hate asking prospects how much they had saved, what life cover what would happen iff etcetcetc etc

Not saying I hate home audits

I love them Even Amway  does it