Lindemann Chimney Supply: Newsletter May 2006

CURRENT NEWSLETTER

Lindemann Chimney Supply sells wholesale only to the chimney and hearth industry.

May 2006

Opening or Closing?

So much has been written about “closing the sale” that we tend to think that it's the most important part of being successful. Of course, if you never “ask for the sale,” or “close the sale” you'll never be successful. But sometimes by only focusing on or pushing too hard to close the sale, you can actually be non productive. Detrimental not only to the potential sale but also to your future reputation as well.

Most customers don't want to “be sold” they would much rather be “the buyer.” While there are many successful sales people who use the “high pressure” method, not many of them build long-term relationships, or have many repeat customers.

There is a much better and more successful way to sell. Simply by listening to your customer, and finding out what they really want “to buy” and then providing it for them so they can buy it. This method is totally based on the customers needs rather than on yours. By doing this you'll gain your customers trust and at the same time you'll be opening a relationship instead of just closing a sale.

Didn't Even Ask

How you ask for a sale does make a big difference. There was a blind man standing on the corner with his hat on the ground in front of him and his sign read “I'm blind, please help.” An artist walked up to him and saw there were not many coins in his hat. He asked if he could have his sign for a minute. After he gave the sign back he left.

When he returned a couple of hours later he saw the blind man's hat was full of not only coins but many bills too. The blind man asked “you're the person who was here earlier, I recognize you by your foot steps?” He then asked the artist what he had done to his sign, and the man answered that he had just turned it over and written, “its spring, and I can't see it.”

While both messages were a form of asking for help, the second one was much more effective without actually asking for “help.” While asking for the sale is important, often the way you ask is even more important.

Confidence

Always remember “if you don't believe in yourself, nobody else will either.” You need to feel like you're in control of situations and circumstances around you, if so your self confidence will soar.

Your confidence, attitude, and demeanor all play an important part in convincing your customer to buy what you're selling. This isn't rocket science, it's just common sense. The knowledge and confidence you bring into a situation affects those who are listening, and influences their decision.

It's Crown & Flashing

Repair Time

Now that the weather is finally getting warmer, you can do all of those exterior jobs that you or your customers have put off. Our customers have had a great deal of success over the past few years with crown & flashing repair products.

Often technicians get caught up in selling functionality, such as a cap to keep out animals, or a damper to save energy. Often homeowners are not looking for functionality. A rust stain on an otherwise intact crown or a properly sealed flashing that looks sloppy might bother them a lot more. Flexible crown products and flashing repairs can make an old chimney look fresh.

Taking digital photos or Polaroid photos is extremely helpful. People also love before and after photos. Show them some work you have done, and make them aware of the options available. You might get the sale without even asking for it!

“Truth never damages a cause that is just”

BACK ISSUES OF OUR NEWSLETTERS

Current Newsletter

April 2006

What's it Worth

March 2006

Perceived Value

February 2006

Feb 12th, 1809

January 2006

Try it again

December 2005