9 Ways to Energize the One Step Close and Make More Sales

The clients I coach on how to improve their closing ratio [which is how many service calls they go on vs. 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 in 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 do a “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 coming.
  2. Train your Sales Person [what I call a System Engineer] what script to use to qualify the customer over the phone and build sales momentum.
  3. Have your laptop loaded up with templates for projected job costing and templates to provide a printed proposal that is descriptive in what the customer will get for their money.
  4. Use a 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 in Power Point that is a slide show on the laptop that shows them the various stages of the job from start to finish.
  6. Fill your presentation with Customer testimonials that backup everything your 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 so 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.

Al Levi teaches contractors how to run their businesses with less stress and more success with operating manuals. To get control of your business and grow the right way, get his Build Your Operating Manuals Online Program at 7powercontractor.com/byom today.

Also, check out Al’s latest business adventure, Zoom Franchise Company, at www.zoomdrain.com/franchise-opportunityIt’s a living example of the power of manuals and more in action.

More Ways to Become a 7-Power Contractor

The 7-Power Contractor book lays out 7 simple business powers to help you run your business with Less Stress and More Success. And now, it's available in paperback, ebook, and audiobook.

The Build Your Operating Manuals (BYOM) Program provides you with 90% completed manual templates plus step-by-step instructions on how to edit them, roll them out, and train with them.

The 7-Power Contractor Radio is a podcast series hosted by Al Levi in which he shares insights on how to better run your business. Listen wherever you are.

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