to know to proceed…” is something a contractor will open now. Also, keep emails as short as possible. Less is more— if the recipient is bored by long-winded emails, he or she will do what anyone would do in that posi- tion: ignore or postpone diving into them. Start with a single short sentence that states what follows in the email.
3. On the phone, get to business quickly. Busy people rarely enjoy small talk, as each phone call is taking time from doing actual work. Start a call with a head- line, such as, “Bob, I’ve got that pricing you wanted; it will take about three minutes to explain your choices.” Now that contractor knows what’s coming. Equally important, this keeps him from getting impatient after 30 seconds in case he assumed the call would be super short.
4. On the phone, ask for permis- sion. Even when a contractor is expecting a call, you never know what you’re interrupt- ing. It’s usually smart to start this way: “Hi, Bill—I have the answer, but is this a good time?” Not only does this show Bill that you understand how hectic his day can be, but also it gives him a moment to decide whether he has time right now. If he says to go ahead, he’s focused, not an- noyed. If it is a bad time now, ask when to call back—then be sure to call at that exact minute.
5. Confirm. Every contractor has had headaches when people “didn’t get it right.” Always take five seconds at the end of each interaction to summarize what happens next and when. This small step has a big impact on avoid- ing problems.
6. Do what you say you’ll do and do it on time. No excuses—not even five minutes late. This rule alone will differentiate a salesperson from his or her competitors.
7. Ask: “Is there anything else I can do to help you on this?” This open-ended question is always ap- preciated and often leads to conversations that then lead to more business. Having “contractor vision” will enhance a salesperson’s value, and those with it will be destined to receive a dis- proportionate amount of business. After all, they truly understand things the average salesperson doesn’t. ;
Wax helps sales teams sell more; his books are on Amazon and
he can be reached at firstname.lastname@example.org.
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