By Carl

Recently on a Radio Show, I was asked, what is the single most important skill?

Questions are the answer

In fact, I’m here to testify before all that is latex or oil based, that in selling, questioning skills are your single most important skill.

In each email, I’ve been sharing one major concept from the book you recently purchased. The power of questions is unmistakably the single most important skill to have as an estimator selling painting services.

The Quantity and Quality of Your Sales Come Down to the Quality of the Questions You Ask.

In Chapter 9  of The Painting Contractors Guide to Doubling Sales, I introduce you to the power questions. These questions serve to help you qualify. By qualify, I mean finding out if you’re sitting in front of the right type of customer for you. 

(Qualifying questions) -based questions to help you uncover what your customer is trying to avoid in hiring their next contractor. And criteria questions. Criteria questions uncover what exactly the customer is looking for in a painting contractor.

And Money questions. Are they looking for value or a cheap price?

You can’t have both

The sales are made when the customer feels you really understand them as a person. By asking questions you demonstrate your willing to ask detailed questions so you don’t miss anything important to the customer.

What I’ve come to recognize, is that estimators and contractors just don’t get it.

understanding the worries and concerns your customer has with having to hire a contractor is your way to differentiate yourself. When the customer feels like you understand them, you’ve taken the first step in selling at higher prices.

A question is a tool. Just like a sprayer, a ladder, or a roller. Questions are to estimators what brushes and rollers are to applicators.

Each question is designed for a specific purpose.

Each of the Power Questions is conceptual….. meaning it’s designed as a conversation starter more than an isolated question by itself. The value of these questions comes from the follow-up up questions. Remember these are conversational.

For a complete list of power questions see pages 81, and 82 in The Painting Contractors Guide to Doubling Sales Even if You’re Twice the Price. 

Get your copy here

Did you know that when painting contractors implement the Client-Centric Sales Training Program they on average get 8 x’s the return on their investment?

Why not consider rather or not Sales Training is right for your company? Book an exploratory meeting with me and find out more.


Good Selling

Carl Utter

Carl Utter

About the author

Carl’s sales career spans almost 30 years in all phases of sales management, sales training, sales coaching, and consulting. He founded The Training Group Inc. in 2000 where he trained and developed some of the largest Painting Contractors in the Country.

In 2017 he made a major decision to narrow his focus on Painting and Remodeling contractors who struggle to get customer to pay more for premium services. Today he is the founder of Contractor Growth Strategy, and his mission is to transform the sales and estimating industry by teaching his world re-known client- Centric Selling System. Carl Believes that premium contractors deserve to charge a premium price. The Client Centric selling system was designed for premium contractors, so they had a systematic way to sell and close projects when the price they charge is higher than the majority of competitors.

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