Sales are the backbone of the shed industry. The key to growing a shed business is increasing sales.
The sales process can look very different, from one business to another, but the fundamentals are the same. Whether you are meeting a customer in person or talking on the phone, it is important that you control the narrative.
FACT-FINDING
Explore these questions with the potential customer:
- Do you currently own a shed?
- What size is your current shed?
- How did you purchase your current shed?
- What problem are you trying to solve by purchasing a new building?
- Who is the decision-maker for this purchase?
- What is your budget?
IDENTIFY DOMINANT BUYING MOTIVE
Ask these questions to find out why the customer is interested:
- Why are you looking to purchase today?
- Why haven’t you already purchased a shed?
IDENTIFY PURCHASE METHOD
Has the customer purchased a shed before? If they have purchased a shed previously, ask:
- How did you purchase your previous shed?
- Are you looking to purchase this shed the same way?
If this is the customer’s first shed purchase, discuss purchasing options such as cash, RTO, and other types of financing.
DEMONSTRATION
Present the customer with multiple quotes and discuss how the buildings quoted are designed to solve their issues.
TRIAL CLOSE
It’s at this point you’ll want to ask:
- Do you have any questions about my presentation?
- Are you ready to purchase this building today?
OBJECTIONS
This is typically the point where customers will present their objections. Overcoming these objections is a crucial part of the sales process. You should have a prepared response for any objection that your customer may present.
The best way to formulate your responses, to potential customer objections, is through role play. Spend some time working through customer objections with a partner. Eventually, these responses will become second nature.
NEGOTIATION
Customers will often want to negotiate the price of a building. It is important that you stand your ground. Shift the conversation to quality/customer service to justify the price that you are charging.
This is also a good time to sell yourself. People buy from people that they like. Creating a personal connection will greatly increase your chances of closing the deal.
CLOSING
After you have overcome all of your customer’s objections and sold them on your product/yourself, it is time to close the deal. Assume the sale, and don’t be afraid to ask for their business.
If you can instill confidence throughout the process, sales will start rolling in.
In the next issue, I will discuss the manufacturing process.
ALSO SEE:
Running a Successful Shed Business Part 1, March 23, 2022
