By Carl

contractor sales training, Marketing Painting Business, Painting contractor, painting contractor sales training, residential painting, residential services sales training. painting contractor selling system Closing sales overcoming objections for in-home and painting sales people, sales and estimating, Sales coaches, selling painting services



Overcoming Price Objections: Helping Painting Contractors Master the Art of Selling

A deer in the headlights.  At night when a deer encounters headlights from a car, they will become completely frozen and not move.  Not realizing they are about to be hit by an oncoming vehicle. When painting contractors get the old “Your price is too high” or “I got a cheaper price from another Painter” they become frozen and don’t know what to do like the deer in the headlights.   So arm yourself with 5 strategies that turn price resistance into satisfied customers. It’s easy when you know how.

5 Strategies to Overcome Price Objections and Close More Deals as a Painting Contractor"

Introduction: Price objections are a common hurdle that painting contractors face when trying to sell their services. In this blog post, we will share five effective strategies our sales training company recommends helping painting contractors overcome price objections and increase their closing ratios.

1. Highlight the Value: When faced with price objections, it's crucial to emphasize the value of your services. Showcase the quality of your work, the expertise of your team, and the long-term benefits your clients will gain from choosing your painting services. By focusing on the value rather than just the price, you can help potential customers better understand why your services are worth the investment.

2. Differentiate Yourself: Showcasing what sets you apart from your competitors is another effective way to overcome price objections. Highlight your unique selling points, such as using premium quality paints, having specialized training, or providing exceptional customer service. By emphasizing your unique qualities, you can demonstrate why your painting services are worth the price.

3. Offer Flexible Pricing Options: Price objections often arise from clients who have budget constraints. To overcome this challenge, consider offering flexible pricing options tailored to your clients' needs. This could include payment plans, seasonal promotions, or discounts for referrals. By providing alternative pricing options, you can cater to a wider range of budgets and increase your chances of closing deals.

4. Provide Testimonials and Case Studies: Testimonials and case studies from satisfied customers are powerful tools to combat price objections. Share success stories and experiences from previous clients who were initially hesitant about the price but were delighted with the results. By providing evidence of your expertise and customer satisfaction, you can build trust and confidence in potential clients, making them more receptive to your pricing.

5. Turn Price into Investment: Instead of focusing solely on the cost, shift the conversation towards the investment clients are making in their property. Highlight how a professionally painted interior or exterior can enhance curb appeal, increase property value, and save money in the long run by preventing costly repairs. By reframing the price as an investment in their property, you can help clients see the long-term benefits and overcome their initial objections.

Conclusion: Overcoming price objections is an essential skill for any painting contractor looking to improve their sales performance. By employing these strategies, you can effectively address price objections, emphasize the value of your services, and close more deals. Remember, it's not just about lowering the price; it's about demonstrating why your painting services are worth every penny.

So the next time a customer tells you “Your price is too high” or “I got a lower price from another Painter” smile, and use one of the above 5 strategies and go the bank by making the sale.

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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