By Carl

contractor sales training, How to get painting leads, Marketing Painting Business, painting business

There is a secret sales strategy so powerful that it really shouldn’t be used without fully understanding how it works. But rest assured it does work.  I’m not going to waste a lot of time setting this up, let’s just jump straight to the point. 

The Best Kept Selling Techniques of Multi-Million Sales Estimators

This is indeed for most of you, a secret. I will say that at first glance this is going to feel counter intuitive. The concept is known as or referred to as going for “no”.

The concept behind “going for no” is simple: instead of trying to sell and avoid rejection, you actively seek it out. The idea is you’re not to try and convince a buyer of your value, but rather qualify them. 

How to save time on estimates?

Let me ask you a question. If you ‘re going to get a no, when do you want to get it?  After you’ve spent an hour educating and informing your customer? or as soon as possible?  If you’re like most contractors I know, if you’re going to get a “no”, let’s get it as soon as possible. After all, you don’t have a lot of time to waste, especially during the busy season. 

A lot of Bad Advice

Some sales coaches teach the more “no’s” you get, the closer you are to a “yes”. This of course is the biggest pile horse sh*t I’ve ever heard. Maybe if you have no customers, perhaps. But that’s not the objective.  To better understand the power of No let’s look at the advantages of going for “no”

The advantage to selling this way. 
  1. It’s completely unexpected.
  2. It builds tremendous credibility.
  3. It’s taken advantage of reverse psychology.
  4. You take back control of the estimate.
  5. You either get a quick “no” and buy back your time … or
  6. You get the customer selling you. What I like to call role reversal.

With all these advantages, you would think everyone would use it. But sadly, this seldom used technique remains in the realm of sales mastery. The average estimator has no clue about the vast power of the take-away. 

An approach like this requires a shift in mindset. from fearing rejection to embracing it as a natural part of the sales process.

One effective strategy to implement this technique is to use the “take away” method during your sales calls. This technique involves creating a sense of urgency by hinting at the possibility, with the customer there may not be a fir between what they want and what you do. The power resides in the fear of losing the opportunity to purchase your product or service.

For example, you could say something like, “I understand if this isn’t the right fit for you, but I only have a limited number of availability left.” So, if you’re interested, now is the time to act.” This creates a sense of urgency based on scarcity, which can motivate the prospect to decide.

The key to making the “take away” method work is to use it sparingly and only when appropriate. It should be used as a last resort when other tactics have failed, and you should be prepared to walk away from the opportunity. 

Probably my favorite situation to use the takeaway is when I feel like all the customer cares about is a cheap price. 

A word of caution. Be careful, if you use this with the wrong attitude it can come off as rude or even a little arrogant. 

In conclusion, the “going for no” technique and the “take away” method can be powerful tools in your sales arsenal. By embracing rejection and creating a sense of urgency, you can increase your chances of closing deals and achieving your sales goals. So, don’t be afraid to go for no and use the takeaway technique when appropriate. Your bottom line will thank you for it. 

“But if you’re not interested in growing your bottom line, I get it. This isn’t for everyone.” 
So, this week’s tip. – When in doubt, go for no.

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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