Master the Art of Estimating in Salesmanship

Bricks, Drywall, Dirt

To account for extra work that may be needed to complete the job outside of the normal job description

To cover the additional cost of disposing items that are not part of the normal disposal process, such as TVs and tires

To build trust and alignment between both parties as the job progresses

Elite TTMs project confidence in their ability to handle any estimate. This contributes to their effectiveness by instilling trust and reassurance in the customer, which helps to build a strong rapport and ensure alignment throughout the estimate process.

Elite TTMs can utilize the initial excitement of customers when they see their junk disappear to demonstrate the effectiveness of the service. By showcasing the immediate positive impact of decluttering, customers are more likely to be open to adding more items to the estimate.

Elite TTMs should exhibit qualities such as passion, integrity, professionalism, and empathy in their interactions with customers. These qualities help to create a positive and memorable experience, build trust, and show genuine care and understanding for the customer's needs and goals.

An estimate is a calculated approximation of the cost or value of a product or service. It is important in the sales process because it helps build trust with the customer, demonstrates professionalism, and allows for accurate pricing and resource allocation.

Some best practices for creating an estimate include considering the volume/size of the truck, taking time to carefully estimate the customer's items, asking additional questions to gather more information, and avoiding rushed estimates that may lead to underbidding.

Estimating correctly is challenging because it requires a high level of accuracy and attention to detail. However, being as accurate as possible helps to build rapport with the customer, demonstrates professionalism, and shows the value of the salesperson in solving the customer's pain points.