The 3 Questions You Need to Ask as a Painting Contractor To Close the Deal

You know that the deal is within grasp. You know that the client is interested. And you have decided on the estimate to ask.

But you have that one important thing to do - to close the deal.

Your client has a talk with her husband. And before you know it, your prospective client could blurt out:

"We believe we have someone better and more suited to our needs."

You really wouldn't want that.

Often, it's because the client isn't convinced enough on what you've to offer. Or perhaps because you couldn't get your point across.

It's the build-up to this situation that you need to avoid. You do not want your client to think that. You do not want your client to compare - instead, you need to portray yourself as someone whom the client can confide in and believe in. Your call to action needs to be at the right time to get you the conversions you need.

What could you do then to make your sales meeting a success?

First off, it's important that you make your client relax. Believe me; it helps you communicate better with them if they feel at home.

The key to a good sales pitch is actually active listening; 80% of the time, you should let the customer speak. And when you are doing the talking, asking open-ended questions can be more effective.

Rule Number 1 - Plan your sales meeting from before. You know it's important, and you wouldn't want to mess it up. Here is what you need to do when you start the sales meeting.

The first thing to do is...

Ask them what they need painted. The question is an ice breaker and will also give you a lot of insight as to what they need.

Engage with your customer - their personality is going to reflect on the way they want the work done.

Find out what is they want to get painted, and whether it's their office, house or just a room.

Tell them how different rooms need to be painted differently - it;s your knowledge and experience that they would love to hear about.

Follow this up with a ‘customized plan’ - it looks great on a sales pitch.

Now, you've your client interested. They are looking at what you've to offer - why not make things a bit more personal?

The second step is to find out what they think is a great painting.

"So, what do you think a great painting looks like?"

The question shows that you want to do a perfect job. It also helps you know what's on their mind.

Adding a personal touch shows interest and goes a long way. If you had been referred to this 'A' client from another, consider the deal closed - they sure want to take the next step.

However, don't jump the gun. There is that one little thing that you need to do. Wait for them to finish describing what they need.

And then utter those magical words.

"Sure, I got it. So, when do we start?"

Chances are they would close the deal then and there. If not, here is what could possibly happen.

"We want to be sure that you've got what we want."

Nod in understanding- a little personal touch and some good amount of probing with the right verbiage, will always help you ‘seal the deal’. Listen to anything they have to say, and then reconfirm all the details.

Make sure you are ready with a clear, concise offer that communicates value and provides assurance. You surely have the deal with you then.

To Remember:

• Plan before any sales meeting.
• Make your clients feel at home
• Enquire what they need to know you’re on the same page.
• Talk to them about the things that they expect from the job and what a good job looks like to them.
• Close the deal!