The Art of Closing Sales

The main goal is to confidently convince the customer to agree to the sale and solve their pain point.

The key factors are the rapport built with the customer, the value shown to the customer, and the information gathered to build a confident estimate.

They have already established the value of their service and the customer's problem is ready to be solved.

<p>They present it in load sizes rather than dollar amounts.</p> Signup and view all the answers

<p>They transition from discussing the price to explaining the process of how the crew will begin the job.</p> Signup and view all the answers

<p>They may say something like 'Alright Mr. Customer, I'm going to have my partner back the truck up, is it okay with you if we pull into the driveway. Perfect, we will start with the basement, and move our way up. Please feel free to stop me if you have any questions or concerns. We accept payment once the job is completed.'</p> Signup and view all the answers

<p>The customer says yes because they have seen the value in the service and are assured their pain point will be solved.</p> Signup and view all the answers

<p>The alternative methods of junk removal that Elite TTMs are knowledgeable about are dumpsters, cheaper companies, dumping items themselves, and putting items on the curb.</p> Signup and view all the answers

<p>The first step in the Cancellation Protocol is to re-establish value.</p> Signup and view all the answers

<p>The second step in the Cancellation Protocol is offering a small discount.</p> Signup and view all the answers

<p>The third step in the Cancellation Protocol is taking priority items.</p> Signup and view all the answers

<p>The fourth step in the Cancellation Protocol is loading the service to the customer's budget.</p> Signup and view all the answers

<p>The fifth step in the Cancellation Protocol is calling the OPS manager.</p> Signup and view all the answers

<p>The new pain point that Elite TTMs focus on after the customer says no is the reason why the customer said no.</p> Signup and view all the answers

<p>Elite TTMs take cancellations personally because they believe that the customer is saying no to them personally, not just the service.</p> Signup and view all the answers