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YT- Remote Quoting Sales Fence
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YT- Remote Quoting Sales Fence

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Questions and Answers

What type of software does the salesperson use to measure the client's property?

  • AutoCAD
  • Microsoft Excel
  • Geographic Information System (GIS) (correct)
  • SketchUp
  • What is the primary concern of the client (Kim Hurst) when requesting a fence?

  • Aesthetics
  • Budget
  • Security
  • Privacy (correct)
  • What type of fence does the client specifically request?

  • Aluminum fence
  • Horizontal wood fence with a cedar finish (correct)
  • Vinyl fence
  • Chain-link fence
  • What is the estimated cost of the fence installation?

    <p>$17,000</p> Signup and view all the answers

    What is the length of the fence needed for the client's property?

    <p>276 feet</p> Signup and view all the answers

    Why does the salesperson offer a discount to the client?

    <p>The client's husband is a Navy veteran</p> Signup and view all the answers

    What is the purpose of the salesperson's initial phone call with the client?

    <p>To gather information about the client's needs and preferences</p> Signup and view all the answers

    What is the salesperson's primary goal during the initial client conversation?

    <p>To understand the client's needs and preferences</p> Signup and view all the answers

    What is the goal of the salesperson regarding providing a quote?

    <p>To provide a quote within 30 minutes of the initial phone call</p> Signup and view all the answers

    What tool does the salesperson use to get a better understanding of the property?

    <p>Google Maps' 3D view and street view</p> Signup and view all the answers

    How does the salesperson calculate the total cost?

    <p>By dividing the material cost by the length of the fence</p> Signup and view all the answers

    What percentage of the total cost is the initial deposit?

    <p>60%</p> Signup and view all the answers

    What is the purpose of the client schedule?

    <p>To track the project's progress</p> Signup and view all the answers

    How does the salesperson handle client questions or concerns?

    <p>By responding via phone call</p> Signup and view all the answers

    What is the purpose of the change order?

    <p>To make changes to the original quote</p> Signup and view all the answers

    Why is it important for the salesperson to have knowledge of the local market?

    <p>To understand local prices, measurements, and client expectations</p> Signup and view all the answers

    How can change orders be used?

    <p>To upsell and increase revenue</p> Signup and view all the answers

    What is the benefit of hiring virtual assistants?

    <p>To streamline the sales process</p> Signup and view all the answers

    The sales process is only designed for business use.

    <p>False</p> Signup and view all the answers

    The salesperson provides a detailed breakdown of the cost during the initial client conversation.

    <p>False</p> Signup and view all the answers

    The client requests a fence for security reasons.

    <p>False</p> Signup and view all the answers

    The salesperson uses GIS to estimate the cost of the fence installation.

    <p>False</p> Signup and view all the answers

    The company offers discounts to all clients.

    <p>False</p> Signup and view all the answers

    The salesperson is not a veteran.

    <p>False</p> Signup and view all the answers

    The client is unhappy with the estimated cost of the fence installation.

    <p>False</p> Signup and view all the answers

    The salesperson measures the client's property using Google Maps only.

    <p>False</p> Signup and view all the answers

    The salesperson uses Google Maps' 3D view to get a better understanding of the property's price.

    <p>False</p> Signup and view all the answers

    The client receives a detailed estimate, including a project description, material list, and labor cost via email.

    <p>False</p> Signup and view all the answers

    The salesperson is overly pushy and respects the client's decision-making process.

    <p>False</p> Signup and view all the answers

    The salesperson's experience and knowledge of the area can make a little difference in sales.

    <p>False</p> Signup and view all the answers

    Change orders can be an opportunity to downsell and decrease revenue.

    <p>False</p> Signup and view all the answers

    Asking questions during the sales process can help decrease sales.

    <p>False</p> Signup and view all the answers

    Hiring virtual assistants can be a costly solution.

    <p>False</p> Signup and view all the answers

    The salesperson provides a detailed estimate, including a project description, material list, and labor cost, but not the total cost.

    <p>False</p> Signup and view all the answers

    The salesperson breaks down the material cost into sections and provides a line item for each section, but does not include the labor cost.

    <p>False</p> Signup and view all the answers

    The client is removed from the schedule once the contract is signed.

    <p>False</p> Signup and view all the answers

    Study Notes

    Sales Process Overview

    • The sales process is primarily designed for owner-operators, but it can also be adapted for business use.
    • The process covers the entire sales journey, from initial client conversation to sale and contract signing.

    Initial Client Conversation

    • The salesperson answers a client's phone call and introduces themselves.
    • The client (Kim Hurst) requests a fence for privacy reasons, specifically to block out noisy neighbors.
    • The salesperson asks questions to gather information about the client's needs and preferences.

    Gathering Information

    • The client wants a full privacy fence, specifically a horizontal wood fence with a cedar finish.
    • The client's primary concern is privacy, and they want a fence that is at least 6 feet tall.
    • The client has a specific address (2130 Lafayette Avenue Northeast, Grand Rapids, MI) and is willing to provide contact information.

    Assessment and Measurement

    • The salesperson uses software to measure the client's property and determine the length of the fence needed (276 feet).
    • The salesperson notes the client's request for a gate across the driveway and a walk gate on the other side of the house.

    Quotation and Pricing

    • The salesperson provides a rough estimate of the cost of the fence installation ($17,000).
    • The salesperson mentions that the company does not offer discounts, but they do offer an upgrade credit for certain features (e.g., caps for posts).

    Military Discount

    • The client's husband is a Navy veteran, and the salesperson (also a veteran) offers a discount for military veterans.

    Finalizing the Quote

    • The salesperson will provide a detailed breakdown of the cost and send it to the client in a quote.
    • The client is satisfied with the price and is interested in moving forward with the project.### Sales Process
    • The sales process involves using GIS (Geographic Information System) and Google Maps to measure properties and estimate quotes.
    • The goal is to provide a quote within 30 minutes of the initial phone call.
    • The salesperson uses Google Maps' 3D view and street view to get a better understanding of the property.
    • The salesperson also asks the client to send photos of the property to further assist with the quote.

    Estimation and Quoting

    • The salesperson breaks down the material cost into sections and provides a line item for each section.
    • The total cost is divided by the length of the fence to get an average price per foot.
    • The salesperson provides a detailed estimate, including a project description, material list, and labor cost.
    • The estimate is sent to the client via DocuSign, and a contract is included.

    Contract and Payment

    • The initial deposit is 60% of the total cost.
    • The deposit is used to cover project materials, permits, and scheduling.
    • The client receives a live document, the client schedule, which is updated periodically to show the project's progress.
    • The client is added to the schedule once the contract is signed.

    Follow-up and Change Orders

    • If the client has questions or concerns, the salesperson follows up with a phone call.
    • If the client wants to make changes to the original quote, a change order is issued.
    • The salesperson has a conversation with the client to discuss the changes and provide an updated quote.

    Sales Techniques

    • The salesperson builds rapport with the client by asking questions and showing interest in the client's needs.
    • The salesperson is not overly pushy and respects the client's decision-making process.
    • The salesperson uses the client's initial hesitation to negotiate and provide reassurance.### Sales Process and Area Knowledge
    • Importance of knowing the area and local market to sell effectively
    • Different sales approaches are needed for different areas
    • Understanding local prices, measurements, and client expectations is crucial
    • Salesperson's experience and knowledge of the area can make a significant difference in sales

    Change Orders and Upselling

    • Change orders can be an opportunity to upsell and increase revenue
    • Allowing foremen or operations managers to verify measurements and make changes on-site can reduce errors and increase customer satisfaction
    • Small changes can be eaten as a cost, but larger changes can be upsold to the client

    Sales Techniques and Questions

    • Asking questions during the sales process can help understand the client's needs and increase sales
    • Using pre-qual questions can help filter out unqualified leads and focus on serious clients
    • Building a rapport with clients and having a conversational tone can improve sales

    Outsourcing and Virtual Assistants

    • Hiring virtual assistants or stay-at-home moms to answer phones and take notes can be a cost-effective solution
    • Training virtual assistants to ask the right questions and input data into a Google Drive or calendar can streamline the sales process
    • Paying virtual assistants a flat rate or commission can incentivize them to perform well

    Sales Process Overview

    • The sales process is designed for owner-operators, but can be adapted for business use.
    • The process covers the entire sales journey, from initial client conversation to sale and contract signing.

    Initial Client Conversation

    • The client introduces themselves and requests a fence for privacy reasons.
    • The salesperson gathers information about the client's needs and preferences.

    Gathering Information

    • The client wants a full privacy fence, specifically a horizontal wood fence with a cedar finish.
    • The client's primary concern is privacy, and they want a fence that is at least 6 feet tall.
    • The client provides a specific address and contact information.

    Assessment and Measurement

    • The salesperson uses software to measure the client's property and determine the length of the fence needed (276 feet).
    • The salesperson notes the client's request for a gate across the driveway and a walk gate on the other side of the house.

    Quotation and Pricing

    • The salesperson provides a rough estimate of the cost of the fence installation ($17,000).
    • The company does not offer discounts, but they do offer an upgrade credit for certain features.

    Military Discount

    • The salesperson offers a discount for military veterans, such as the client's husband.

    Finalizing the Quote

    • The salesperson provides a detailed breakdown of the cost and sends it to the client in a quote.
    • The client is satisfied with the price and is interested in moving forward with the project.

    Sales Process

    • The sales process involves using GIS and Google Maps to measure properties and estimate quotes.
    • The goal is to provide a quote within 30 minutes of the initial phone call.
    • The salesperson uses Google Maps' 3D view and street view to get a better understanding of the property.

    Estimation and Quoting

    • The salesperson breaks down the material cost into sections and provides a line item for each section.
    • The total cost is divided by the length of the fence to get an average price per foot.
    • The salesperson provides a detailed estimate, including a project description, material list, and labor cost.

    Contract and Payment

    • The initial deposit is 60% of the total cost.
    • The deposit is used to cover project materials, permits, and scheduling.
    • The client receives a live document, the client schedule, which is updated periodically to show the project's progress.

    Follow-up and Change Orders

    • If the client has questions or concerns, the salesperson follows up with a phone call.
    • If the client wants to make changes to the original quote, a change order is issued.

    Sales Techniques

    • The salesperson builds rapport with the client by asking questions and showing interest in the client's needs.
    • The salesperson is not overly pushy and respects the client's decision-making process.
    • The salesperson uses the client's initial hesitation to negotiate and provide reassurance.

    Sales Process and Area Knowledge

    • Knowing the area and local market is crucial for selling effectively.
    • Different sales approaches are needed for different areas.
    • Understanding local prices, measurements, and client expectations is vital.

    Change Orders and Upselling

    • Change orders can be an opportunity to upsell and increase revenue.
    • Allowing foremen or operations managers to verify measurements and make changes on-site can reduce errors and increase customer satisfaction.

    Sales Techniques and Questions

    • Asking questions during the sales process can help understand the client's needs and increase sales.
    • Using pre-qual questions can help filter out unqualified leads and focus on serious clients.
    • Building a rapport with clients and having a conversational tone can improve sales.

    Outsourcing and Virtual Assistants

    • Hiring virtual assistants or stay-at-home moms can be a cost-effective solution.
    • Training virtual assistants to ask the right questions and input data can streamline the sales process.
    • Paying virtual assistants a flat rate or commission can incentivize them to perform well.

    Sales Process Overview

    • The sales process is designed for owner-operators, but can be adapted for business use.
    • The process covers the entire sales journey, from initial client conversation to sale and contract signing.

    Initial Client Conversation

    • The client introduces themselves and requests a fence for privacy reasons.
    • The salesperson gathers information about the client's needs and preferences.

    Gathering Information

    • The client wants a full privacy fence, specifically a horizontal wood fence with a cedar finish.
    • The client's primary concern is privacy, and they want a fence that is at least 6 feet tall.
    • The client provides a specific address and contact information.

    Assessment and Measurement

    • The salesperson uses software to measure the client's property and determine the length of the fence needed (276 feet).
    • The salesperson notes the client's request for a gate across the driveway and a walk gate on the other side of the house.

    Quotation and Pricing

    • The salesperson provides a rough estimate of the cost of the fence installation ($17,000).
    • The company does not offer discounts, but they do offer an upgrade credit for certain features.

    Military Discount

    • The salesperson offers a discount for military veterans, such as the client's husband.

    Finalizing the Quote

    • The salesperson provides a detailed breakdown of the cost and sends it to the client in a quote.
    • The client is satisfied with the price and is interested in moving forward with the project.

    Sales Process

    • The sales process involves using GIS and Google Maps to measure properties and estimate quotes.
    • The goal is to provide a quote within 30 minutes of the initial phone call.
    • The salesperson uses Google Maps' 3D view and street view to get a better understanding of the property.

    Estimation and Quoting

    • The salesperson breaks down the material cost into sections and provides a line item for each section.
    • The total cost is divided by the length of the fence to get an average price per foot.
    • The salesperson provides a detailed estimate, including a project description, material list, and labor cost.

    Contract and Payment

    • The initial deposit is 60% of the total cost.
    • The deposit is used to cover project materials, permits, and scheduling.
    • The client receives a live document, the client schedule, which is updated periodically to show the project's progress.

    Follow-up and Change Orders

    • If the client has questions or concerns, the salesperson follows up with a phone call.
    • If the client wants to make changes to the original quote, a change order is issued.

    Sales Techniques

    • The salesperson builds rapport with the client by asking questions and showing interest in the client's needs.
    • The salesperson is not overly pushy and respects the client's decision-making process.
    • The salesperson uses the client's initial hesitation to negotiate and provide reassurance.

    Sales Process and Area Knowledge

    • Knowing the area and local market is crucial for selling effectively.
    • Different sales approaches are needed for different areas.
    • Understanding local prices, measurements, and client expectations is vital.

    Change Orders and Upselling

    • Change orders can be an opportunity to upsell and increase revenue.
    • Allowing foremen or operations managers to verify measurements and make changes on-site can reduce errors and increase customer satisfaction.

    Sales Techniques and Questions

    • Asking questions during the sales process can help understand the client's needs and increase sales.
    • Using pre-qual questions can help filter out unqualified leads and focus on serious clients.
    • Building a rapport with clients and having a conversational tone can improve sales.

    Outsourcing and Virtual Assistants

    • Hiring virtual assistants or stay-at-home moms can be a cost-effective solution.
    • Training virtual assistants to ask the right questions and input data can streamline the sales process.
    • Paying virtual assistants a flat rate or commission can incentivize them to perform well.

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    Description

    Learn about the sales process, from initial client conversation to sale and contract signing, designed for owner-operators and adaptable for business use.

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