It seems that all to often salespeople fail to ask for the sale. Believe it or not, most homeowners want to be sold. Now with that being said, it doesn’t mean that they want to be talked down to, or forced into something they don’t want. You see, that is the salesperson’s job: to sell the homeowner on why they should buy their product. Every time a homeowner invites you into their home, they are inviting you to sell them! Your salespeople’s job is to sell them!
To do this, you must go through the F.A.B. principle. Simply put your salespeople need to explain the Features of your products, then show them the Advantages, and finally sell them on the Benefits (FAB). Once you have properly “sold” the prospect on your products, company, and services, the only thing left to do is ask for their commitment! That’s right, ask for the sale. You can do this in several ways, but one of the easiest is by showing them the price and then simply asking: “Sound good?” or “Ready to get started?” This is where the negotiations start. From there you simply keep asking in a nice way and overcome any objection or reservations they may have. If you continue to narrow down the reasons they can’t buy and build up the reasons why they can, you will eventually end up with a lot of business. It takes practice, but any determined salesperson can learn it.