With most of my clients, I coach them how to improve their closing ratio (which is how many service calls they go on versus the amount of calls they actually close a sale). Their installation sales have reported a dramatic increase by just energizing one of the many steps we talk about. The one technique I start with is called the “One-Step Close.” 

The One-Step close means that you arrive at a sales call and are able to make a proposal on-site and close the sale right then and there.

Anyone can do the One-Step Close, thanks to new technology that allows them to do what I advocate — which is get in front of the right customer, at the right time, and deliver a professional proposal with a passionate presentation that addresses the customer’s needs and wants.

Here’s the brief overview of the tricks and tips I teach so you too can perfect the One-Step Close:

1) Train your CSR (aka Customer Service Rep) with a prepared script on how to qualify the customer over the phone and build sales momentum for the sales person on their way.

2) Train your sales person (who I call a System Engineer) on what script to use to qualify the customer over the phone and build sales momentum.

3) Have your laptop loaded with templates for projected job costing and templates to provide a printed proposal that is descriptive in what the customer will get for his money.

4) Use remote wireless access that allows the you to show a customer websites for products you sell or options you want to discuss with them.

5) Make a presentation (typically thru Power Point) that is a slide show on the laptop that shows customers the various stages of the job from start to finish.

6) Fill your presentation with customer testimonials that backup everything you’re saying.

7) Have good-looking brochures inserted in a presentation folder for all the sale materials.

8) Create a proposal from a template by printing it up on a portable printer. This is the only way to present a proposal at the time of the call, which automatically differentiates you from your competitors.

9) Go through the proposal line by line with the potential buyer instead of trying to mail, fax or email it. That way you can share a Feature-Advantage-Benefit for each of the items you have on your proposal.

Practice these techniques at your shop and on your phone in role-plays, and I assure you your closing rate will skyrocket and you’ll make more sales for more profit.

Give Me 60 Minutes And I'll Show You The Secrets To Running
A Profitable Service Business … Even During A Recession!

Al Levi is a consultant and a contributing editor to PM magazine and blogs for many other BNP trade magazines. He is now presenting a free online video event called the “60-Minute Recession Solution Online Video Seminar”.

For the first time ever, you’ll hear from him and just a few of the many contractors who have engaged the power of his Power! Programs. They’re happy to share how this dynamic program worked for them and how it is still working for them — especially in these tough economic times.

“This program has helped dozens of business owners I’ve worked with one-on-one,” says Al. “The Power! Plans have also helped. But now, thanks to new technology, I’ll be able to help many more contractors with my 12-month Power! Plan Coaching Program than ever before.” This program will include the building of your own customizable Operating Power! manuals.

These programs have been working for Al in his family business for years and in his clients’ businesses. Now they are reaping the results. Click on the following link to see and hear for yourself: www.60MinuteRecessionSolution.com.