Page 76 - TCDB combined Book

52 The Complete DESIGN-BUILDER

Initial Sales Call:

The first personal contact with a sales lead will result from one of the following events.

Referral Cold

Call Chance

Meeting

Qualified Previously by telephone

The initial sales call will be your opportunity to obtain the necessary information to
prepare a detailed proposal based on the project requirements. Remember to continue qualifying
your prospects throughout the initial and subsequent sales calls. Through the Indirect and direct
questions outlined previously, remember to be probative, always looking for any response that
may cause reconsideration of the priority placed on this prospect. The downgrading or upgrading
as to sales potential that should prompt re-qualification could include the following.

Financing Uncertainty

Land availability or zoning problems

Decision Maker replaced or unavailable

Vague responses or lack of interest

Selling:

Consider team-selling techniques with prospects that are difficult to qualify. Avoid
“time-wasters” and “dreamers” and make it a rule too always “Know Thy Client.” It is
important to sell yourself first and then your product or service. A good service or product with
a poor sales technique will likely fail. Always assume that the Prospect will usually have more
general knowledge than the salesperson. Obtaining a proper solution or answer to any
unresolved item that may arise is vital.