I’m reading a very informative sales book by Jeffrey Gitomer (gitomer.com). It’s called The Little Red Sales Book.
Anyways, in one of the chapters, he outlined the importance of questions. That got me to writing a few of my own and I have a page so far, but I’m curious to see the collective wisdom here.
I’m not going to just dump them all in here, but I’ll give up one of the. This question is relative to Carpentry. I’m going to ask it on a sales call that I’m going on tonite.
Carpentry wise, is there anything that you would do differently to your present house that would add value to it?
Jeffrey Gitomer teaches that questions should be thought provoking. I think that question provokes thoughts and it’s answers will provide me insight into this particulars persons motivations and preferences. So far, I know that he has bought several homes from builders and he is now general contracting his first house. He called us because of our marketing efforts to attracts buyers exactly like him.
I’m interested in other thought provoking questions relating to rough and finish carpentry and remodeling.
blue
Just because you can, doesn’t mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I’m a hackmeister…they might be right! Of course, they might be wrong too!
Replies
I was trying to devise a question that is related to the often quoted axiom "you can pick two of these three choices...speed, quality or price...".
After thinking about it for awhile, I decided that I'd choose quality and price. After I thought a little bit more about it, I decided that that particular quote isn't so clever. Buyers don't care how "speedy" the job get done, within reason.
Can anyone offer a question that is crafted along those lines that might produce an interesting dilemma for a buyer?
Tia
blue
Just because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
yes.. it's one of the things we're known for in town..
energy conservation.. specifically... super -insulated homes....
we always ask if they are interested in higher comfort levels and lower utility bills in return for more money invested in the insulation and structure
and another thing we feel them out on.... products that require lower maintenance..
things like siding and trim that only have to be painted every 10 years instead of every 5.. and doors and windows that never have to be painted on the outside..
50 year or lifetime roofs instead of 25 year or 30 yearMike Smith Rhode Island : Design / Build / Repair / Restore
we always ask if they are interested in higher comfort levels and lower utility bills in return for more money invested in the insulation and structure
Mike, I liked all your questions, but I especially liked this one.
All of your questions are going into my training PP.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
If I'm reading your question right, isn't the question simply "What's more important, Quality or Price?"
I ask every customer/ potential customer this question in one form or another. I let them know what is available and offer the "UPGRADE" or longer term product. I also let them know what the upgrade costs per year. For example 50 Year or lifetime shingles are cheaper to install than thirty year shingles provided they actually last 50+ years.
Questions are a contractors best friend.
I also let them know what the upgrade costs per year.
That is a very excellent tip! I see a vision of a training PP aid!
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
I will play the devils advocate again.
The questions are not as important as LISTING to the answers.
I don't see the Devils Advocate part of this advice. I think its a pretty good observation. Of course it doesn't contribute much in the way of what Blue is looking for from his question but still it was worth it.
Edited 4/13/2005 7:22 am ET by TMO
The questions are not as important as LISTENING to the answers,
Bill, actually your observation is the exact result that Gitomer was trying to achieve in his lesson of structuring thougtful questions. The chapter was focused on watching how the questions are asked. The goal is to ask the questions in a way that forces the client to think about things that are important, but they might not have thought about. When they answer, the motivation and hot buttons are exposed.
By the way, I want to thank you for being the devil's advocate in the last thread about SCA's. Your reluctance to buy into that idea is going to be typical of probably 90% of the clients that I'm going to encounter, so I saw your resistance as being extremely helpful in developing the proper mindset to address your issues. In essence, it forced us to "sell" you on the concept. I think I saw you eventually agree that there might be a benefit for you, so that in itself was an important achievement.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Blue... methinks you are over-analyzing. Those sales tactic books are hype- hype is a good thing. You have to be excited about selling and those books do motivate.
Simple premise I operate under. People know nothing about what you are selling- or they wouldn't be looking for the lowest price. Teach them a few simple principles and you earn their business without being the low bid.
Sure... like Mike says, get into insulation but keep it simple enough to understand, how much cost-how much savings...
Ask them if they know why drywall cracks above windows, why floors in some houses are uneven, why walls aren't straight, teach them about shrinkage, installing vinyl windows. Teach them why you cope your trim... teach them what you do to frame a better house, why tight bracing makes squeaks, why roof sheathing buckles. Do it in a non arrogant friendly way and some will even help promote you.
Go through their present house and keep your eye peeled for the screw ups by their last framer-simply explain why it happened and that you know to avoid those pitfalls-that's why you are the only guy that should be framing their houses.
I admire that you are digging in and re-learning-really Blue, that's a tough mountain to scale-but necessary to move forward.
Remember the "my marketing is word of mouth days?" This place has come a long way!
L
GardenStructure.com~Build for the Art of it!
Blue... methinks you are over-analyzing. Those sales tactic books are hype- hype is a good thing. You have to be excited about selling and those books do motivate.
I dont' think I'm over analyzing at all. I'm just in the process of fast forwarding my learning curve in the retail market. This particular book is not a hype hype book at all. I see sales as a special unique skill. Some people are naturals at it and some need to have it explained. I'm one of those guys that need it all explained. I also have to create a game plan, complete with multiple strategies, just like football game.
In essence, I'm preparing and practicing.
Simple premise I operate under. People know nothing about what you are selling- or they wouldn't be looking for the lowest price. Teach them a few simple principles and you earn their business without being the low bid.
That is an interesting premise, one that I will explore and give some thought about.
Sure... like Mike says, get into insulation but keep it simple enough to understand, how much cost-how much savings...
Ask them if they know why drywall cracks above windows, why floors in some houses are uneven, why walls aren't straight, teach them about shrinkage, installing vinyl windows. Teach them why you cope your trim... teach them what you do to frame a better house, why tight bracing makes squeaks, why roof sheathing buckles. Do it in a non arrogant friendly way and some will even help promote you.
Those are good questions Lawrence. Even more importantly, you've given me the idea that I need to be in their existing home. I need to be in front of Mama.
Go through their present house and keep your eye peeled for the screw ups by their last framer-simply explain why it happened and that you know to avoid those pitfalls-that's why you are the only guy that should be framing their houses.
I admire that you are digging in and re-learning-really Blue, that's a tough mountain to scale-but necessary to move forward.
Thanks for the encouragement Lawrence. I really don't mind the learning process. I'm focused on it and determined and its a necessary evil if we are going to shift our gears. And, we ARE shifting our gears!
Remember the "my marketing is word of mouth days?" This place has come a long way
That statement might be true in here, but in my geographical area, I don't see much marketing at all. We definitely will be a leader in that area!
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
Believe it or not Blue- I am dissecting my sales routine presently to impart it to our Builder Network. There are a million different sales styles that work brilliantly- they are all rooted in the individual's personality and experience. There are many do's and dont's and indicators of trouble to look out for-but there is no substitute for going out and doing it.
The more consultations (not estimates) that you do, the better you will become in part due to your local market being different than any other market on earth. What works in your local area may not work in Texas, California or Toronto.
ps. When I said we have come a long way I mean I can remember being generally attacked for suggesting that we as carpenters should be marketing consistantly even when we don't need the work.
L
GardenStructure.com~Build for the Art of it!
Lawrence, I understand that each person will have to adapt his own style. But, I want to understand the process down to the foundation and I want to be able to explain it from that point of view too.
I also agree that doing the consultations (not estimates) is fundamental to learning. One of the things that I'm doing after each appointment is spending the time evaluating everything i did, said and in general I'm trying to learn from my mistakes. I'm preparing in a significant way for each appointment and trying to formulate a game plan, then evaluating my progress after the fact. I'm doing this becuase I'm convinced that a full time professional salesperson would probably be doing all of this during his learning curve. I'm no longer looking at the sales job as a sideline to my carpentry skills, instead, I'm treating each aspect as two separate careers. I don't intend to leave carpentry and go into sales, but I do want a full time sales professional and I'll expect every salesperson in our company to have the same mindset.
Of course, if they are natural salespeople and are getting the job done, then I can quite worrying about it, until they leave and I have to start all over again....
I'm thinking long term.
As far as that marketing thing. We will be budgeting a significant amount of money toward sales and marketing. I know for a fact that it will make a huge difference.
blueJust because you can, doesn't mean you should!
Warning! Be cautious when taking any framing advice from me. There are some in here who think I'm a hackmeister...they might be right! Of course, they might be wrong too!
You are right to do all of that. If you don't know what you are doing wrong... you can't learn from it.
Wish we lived closer and I wasn't so busy-would go on a few sales calls with you.
I do that with all the new local guys.
Good Thread Blue,
L
GardenStructure.com~Build for the Art of it!