293: Sell Me This Pen

Sell Me This Pen If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling. Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer. Today, I show you the right way to answer this question and how it applies to home services sales.   The 4 Takeaways:   Establish the need and problem by asking questions. Then LISTEN. Provide a solution and get his agreement. Ask if there is an opportunity to expand and up sell the sale. Only after getting his agreement and trust along the way do we ask for the order and close the deal. The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process. Links: Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: [email protected] or visit The Roofer Mastermind to sign up.   Download my FREE 1-Page Business Plan template at www.theroofershow.com.   Contact me about one-on-one coaching at www.theroofercoach.com.   I need reviews for the podcast! Please leave a five-star review. It matters!    Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with  https://www.callruby.com/roofer . Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads -  Peakleads.io. Set and forget your estimate follow-up with John DeLaurier’s automation app Proline." Go to useproline.com/dave50