Years ago I had a small part-time business selling Christmas trees. My cousin Brad and I would set up our Christmas tree stand on a vacant lot and, for 3 weeks prior to Christmas Day, we sold as many trees as we could. It was fast and furious.
When you sell Christmas trees, you have to make your money quickly. If you screw up, the holidays are over and you end up with a lot of trees left over. You have to time everything just right or you can lose a ton of money quickly. But if you do it right…you can walk away with a hefty profit.
I learned some valuable sales lessons while selling Christmas trees.
Probably the most important thing I learned was this: You have to strike while the iron is hot!
When someone is looking at a particular tree, you must make them an offer they can’t refuse. If you don’t they will walk away and you will lose the sale.
Many times we would hear this statement: “I really love this tree. It is the perfect tree for us. But we have just begun to shop and we want to visit a few more tree lots. I will come back later and purchase this tree because it is exactly what I have in mind. So please hold it for me and I’ll be back and pay you later.”
And then you never see or hear from them again.
Here’s what happens. They visit a couple more tree lots and then they get tired and bored. The kids start to whine. They get tired. So they just buy a tree and go home. They run out of steam and enthusiasm. By the time they get home, they have totally forgotten about YOU and the tree YOU showed them. They are perfectly content with the one they have and now all of the focus is on getting it decorated.
You had your shot and you blew it. NO SALE!
So…we learned quickly that, if they left our tree lot, we would never see them again. We had to make a great, emotional sales pitch along with an offer they couldn’t refuse.
When selling pest control, if you let a hot prospect walk away, your chances of closing the deal with them are greatly reduced. They begin to over-think things and get all kinds of input and suggestions from other people and they become confused. Cognitive dissonance sets in they can’t make a decision.
Bottom line: Give your prospects as much valuable information about your product/service as you can. Show them the facts. They must clearly see how purchasing your product will benefit them. And you must give them a solid reason why it would benefit them to purchase it NOW.
It is up to YOU to make it incredibly easy for THEM to make the decision to buy from you.
If you will do this, you will close more deals and get more new customers. I guarantee it!
I hope this is helpful to you… and I hope you have a great day,
Hal
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