Imagine a situation where you check all the boxes on closing a deal with a prospect. Your presentation is perfect! You’ve invested a generous amount of time understanding your prospect’s needs. You worked hard to establish rapport, asked engaging questions to better understand the prospect’s wants, needs, perceptions & concerns and you’ve prepared the perfect presentation that speaks directly to those needs. You ask your closing question and you’re told:
We're Going to Need to Think About It
What happened? What went wrong? In the following video, John DeRosa from Heritage Landscape Supply Group breaks down the reason prospect’s say this and lays out some productive ways that contractors can respond to this.