422: The Art Of Selling Your Construction Services Effectively

<h1 style="text-align: center;"><span style= "color: #0000ff;"><strong>This Podcast Is Episode Number 422, And It's About Digital Disaster Recovery For Your Construction Company</strong></span></h1> <p><span data-preserver-spaces="true">Sales are about addressing your customers' needs and problems. By understanding the issues clients face, you can show them how your service solves their problems. </span></p> <p><span data-preserver-spaces="true">Here are some tips for asking the right sales questions to better understand and help your customers. </span></p> <p style="font-weight: bold;">1. Don't jump into sales questions right away.</p> <p><span data-preserver-spaces="true">Sales aren't just about making a sale, although that's certainly part of it. Instead, sales are about building relationships. That's how you make a sale today and encourage repeat business tomorrow. </span></p> <p><span data-preserver-spaces="true">When you start asking questions, don't begin by asking questions about the sale specifically. Instead, ask questions that develop a relationship and give you a chance to get to know the client better. </span></p> <p><span data-preserver-spaces="true">For example, ask questions about their long- and short-term goals. After that, move into questions about the issues they face and what solutions they currently use. Then, find out what does and does not work about those solutions. That will help you understand your potential customer, which allows you to meet their needs right now and anticipate future needs.</span></p> <div> <p style="font-weight: bold;">2. Ask open-ended questions</p> <div>Open-ended questions will get you the answers you need to help you offer a solution. Closed-ended questions will only frustrate you and provide you with no additional information. For example, don't ask: Is budget a consideration? "Yes" or "no" answers won't help you here because even if they say "no," what they could mean is "no, but within limits," which really means "yes."  </div> <div> </div> <div>Instead, ask,