By Carl

better gross margins, closing sales, sales, selling paint jobs

Sales Success Starts with Your Sales System

As a painting contractor, you always hope your skills and expertise are in high demand. However, convincing people to a premium for those skills is a real challenge in the Painting contractor world. To truly excel in your field, it's important to have a strong ability to sell.  That includes having a selling system, and the right sales skills as well. One of the most effective ways to grow your business is to improve your sales skills. The single most important skill in any selling roll is asking better questions. Learn the right Questions to Ask

When it comes to selling your services, it's important to understand the needs and wants of your potential customers. Asking the right questions can help you uncover their pain points and determine how your services can solve their problems. This not only helps you close more deals, but also ensures that your customers are willing to pay your fees to exactly what they want.

Here are a few tips on how to ask better questions: 

Listen actively. Before you start asking questions, make sure you're fully engaged in the conversation. Ask and listen to your potential customer's concerns and take note of their body language and tone of voice. This will help you ask more relevant and targeted questions. Learn to stop telling and begin asking more than telling them about how great you are. Use Open-Ended Questions

Use open-ended questions. Open-ended questions encourage your potential customer to share more information and give you a better understanding of their needs. For example, instead of asking "Do you need a painting contractor?" or "What are your current painting needs?" Try asking “What’s important about this project?” or “When it comes to finding the contractor, what’s most important to you?” Avoid yes or no questions. These types of questions often lead to short and unhelpful answers. Instead, try asking questions that start with "how," "what," or "why." These types of questions encourage your potential customer to think more deeply about their needs and provide you with valuable information. The Fortune is in the Follow-up questions.

Once you've asked a question, be prepared to ask follow-up questions. This will help you dig deeper into your potential customer's needs and ensure that you have all the information you need toto position your services as the only logical choice. By following these tips, you'll be able to ask better questions and close more deals. Remember, the key to success in sales is understanding your potential customer's needs. By asking the right questions, you'll be able to provide them with the solutions they need and one they’re willing to pay a premium for. O yea and make more money in the process.

P.S. Hey! I hope your business is booming. You might be wondering how else we can help you close more sales and increase your gross profits… here are three ways:

1. Grab a copy of my new book — The Painting Contractors Guide to Doubling Sales now!

2. Apply to be our next 7-figure sales star. We’ll help you increase sales, close more jobs, and save time avoiding tire kickers and price shoppers. World Class Sales training designed to drive business growth and the highest gross margins possible. Start with a 30-minute sales assessment call to see if Client Centric Selling is right for you. 30-minute Sales Assessment call to determine the approach

3. Get your free copy of the irresistible estimate E-book. It’s all about helping your customer realize, what they want most fits what you do best as a painting contractor.

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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