8
OPINION
Three key moments
I n my experience, the difference between an amateur salesperson and a professional is their ability to nail the key moments in every sales meeting. Unfortunately, most salespeople are messy and push too hard, which results in bad sales meetings and, more importantly, no sale. By controlling three key moments in every sales meeting, you can launch yourself from amateur to professional and close more work.
The good news is it’s possible to sell work even when running bad sales meetings because the construction industry is so behind when it comes to professional sales skills. The great news is that by controlling three key moments in every one of your sales meetings, you can launch yourself from amateur to professional and close even more work. Which, if you don’t know already, will make you more valuable to your company and put more money in your pocket. If you want those kinds of results, then don’t worry, it’s easy. Let’s talk about how you can do it. MINDSET. Before talking about nailing your sales meetings, I want one thing to be clear: probably the greatest difference between an amateur salesperson and a professional is that professionals never sell. Instead, they listen and make recommendations based
on what they’ve heard. As a result, they are hardly ever pushy. If they are, it’s because they are so confident in their recommendation that they truly believe their client needs to take action. So, as a starting point, you must adopt the mindset of a great salesperson:
Matt Verderamo, MS
Genuinely listen.
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Genuinely try to help.
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■ Genuinely think whether you are the best service provider. Start here, and the rest gets easier. Now, here are the three key moments you need to nail in every sales meeting:
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THE ZWEIG LETTER NOVEMBER 4, 2024, ISSUE 1560
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