Podcast
Questions and Answers
What type of software does the salesperson use to measure the client's property?
What type of software does the salesperson use to measure the client's property?
What is the primary concern of the client (Kim Hurst) when requesting a fence?
What is the primary concern of the client (Kim Hurst) when requesting a fence?
What type of fence does the client specifically request?
What type of fence does the client specifically request?
What is the estimated cost of the fence installation?
What is the estimated cost of the fence installation?
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What is the length of the fence needed for the client's property?
What is the length of the fence needed for the client's property?
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Why does the salesperson offer a discount to the client?
Why does the salesperson offer a discount to the client?
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What is the purpose of the salesperson's initial phone call with the client?
What is the purpose of the salesperson's initial phone call with the client?
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What is the salesperson's primary goal during the initial client conversation?
What is the salesperson's primary goal during the initial client conversation?
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What is the goal of the salesperson regarding providing a quote?
What is the goal of the salesperson regarding providing a quote?
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What tool does the salesperson use to get a better understanding of the property?
What tool does the salesperson use to get a better understanding of the property?
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How does the salesperson calculate the total cost?
How does the salesperson calculate the total cost?
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What percentage of the total cost is the initial deposit?
What percentage of the total cost is the initial deposit?
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What is the purpose of the client schedule?
What is the purpose of the client schedule?
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How does the salesperson handle client questions or concerns?
How does the salesperson handle client questions or concerns?
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What is the purpose of the change order?
What is the purpose of the change order?
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Why is it important for the salesperson to have knowledge of the local market?
Why is it important for the salesperson to have knowledge of the local market?
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How can change orders be used?
How can change orders be used?
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What is the benefit of hiring virtual assistants?
What is the benefit of hiring virtual assistants?
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The sales process is only designed for business use.
The sales process is only designed for business use.
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The salesperson provides a detailed breakdown of the cost during the initial client conversation.
The salesperson provides a detailed breakdown of the cost during the initial client conversation.
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The client requests a fence for security reasons.
The client requests a fence for security reasons.
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The salesperson uses GIS to estimate the cost of the fence installation.
The salesperson uses GIS to estimate the cost of the fence installation.
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The company offers discounts to all clients.
The company offers discounts to all clients.
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The salesperson is not a veteran.
The salesperson is not a veteran.
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The client is unhappy with the estimated cost of the fence installation.
The client is unhappy with the estimated cost of the fence installation.
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The salesperson measures the client's property using Google Maps only.
The salesperson measures the client's property using Google Maps only.
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The salesperson uses Google Maps' 3D view to get a better understanding of the property's price.
The salesperson uses Google Maps' 3D view to get a better understanding of the property's price.
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The client receives a detailed estimate, including a project description, material list, and labor cost via email.
The client receives a detailed estimate, including a project description, material list, and labor cost via email.
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The salesperson is overly pushy and respects the client's decision-making process.
The salesperson is overly pushy and respects the client's decision-making process.
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The salesperson's experience and knowledge of the area can make a little difference in sales.
The salesperson's experience and knowledge of the area can make a little difference in sales.
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Change orders can be an opportunity to downsell and decrease revenue.
Change orders can be an opportunity to downsell and decrease revenue.
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Asking questions during the sales process can help decrease sales.
Asking questions during the sales process can help decrease sales.
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Hiring virtual assistants can be a costly solution.
Hiring virtual assistants can be a costly solution.
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The salesperson provides a detailed estimate, including a project description, material list, and labor cost, but not the total cost.
The salesperson provides a detailed estimate, including a project description, material list, and labor cost, but not the total cost.
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The salesperson breaks down the material cost into sections and provides a line item for each section, but does not include the labor cost.
The salesperson breaks down the material cost into sections and provides a line item for each section, but does not include the labor cost.
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The client is removed from the schedule once the contract is signed.
The client is removed from the schedule once the contract is signed.
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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.
