Does Providing More Information Really Sell Jobs?

Think about the time when a customer or client asks you for more information or for a favor. Ask yourself this, ‘How is giving this information to the customer moving me closer to getting this job?’

If it isn’t, then you have to question yourself as to why you are providing it. In fact, make sure every action you make is moving you closer to at least getting a decision.

How do know if doing this favor is good or bad? It’s simple, when the customer asks you to give them more information, ask them, ‘What will happen after you give it to you?’ You need to set up every customer inter-action so that the customer is committing to you how important that it is to resolve their problems.

If you do not get this type of commitment, then you are setting up your next ‘think it over.’ Most salespeople think they are controlling the call by doing a ‘dog and pony’ show with slick literature or presentation books that cover a myriad of topics.

It is your job to get the customer to sell you on the one thing that it will take for you to sell this job to them. Then it is your job to deliver like a laser beam only that one thing. If you try to convince people they will become defensive. Instead, help them feel their pain vividly.

Let them discover how you can eliminate their problem in a unique way that only you can. In sales, you always get farther by getting more information instead of giving it. Remember, you get paid with decisions. Of course you get paid a lot more when the decision is yes.

Joe Crisara
www.contractorselling.com