In the beginning of your first contact you should be mentioning something about your professionalism. When you first arrive, dressed appropriately and with a cordial greeting, you outline what it is that you are going to do on this visit. (A one-call visit is the same as a 2 or3 call process, just abbreviated.) You begin with asking questions. These questions help you demonstrate mastery as well as qualify and determine client needs and desires, which you will use later in the presentation stage. After completion of your quoting process, you arrive at the presentation stage. You start by demonstrating your recommendations, showing how your product or service is different or superior and, most importantly, how that benefits your client. It might go something like this:

“You asked for my quote for a good quality (whatever). In my experience, there are good and poor choices. While this is cheaper, this one will last twice as long but at only a little higher price.” Or “Let me ask you Mrs. Client, which is more important: A job well done at a slightly higher cost or a cheaper job that you’ll regret later? Let me show you why the product /service I’m recommending will be worth the extra cost.” Stay Tuned: more next month.

John Stahl

If you want more info, just call me at 610-775-1500. I’ll gladly help you develop your best presentation.

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