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Getting Naked With Homeowners
| Guest post by: Michael O'Grady |
Article Overview: It’s up to you as the professional to make the recommendations that are “right,” but not popular. You have to be willing to tell the naked truth even if it’s not what a customer wants to hear.
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Free Download - What Do You Do When No One is Watching? A Lesson in Integrity By Michael O'Grady |
Getting Naked With Homeowners
I recently finished the audio book “Getting Naked” by Patrick Lencioni. This book is a business fable. It tells the story of a business consulting firm that buys one of its biggest competitors. The firm is quickly faced with the realization that the culture of the two firms is very, very different. The purchasing firm (Kendrick and Black) is very sales focused with much more of a corporate feel. The firm that was purchased (Light house) is a very relaxed organization with a much more helpful and client focused perspective.
(Kendrick and Black) is stunned to find out that (Light house) charges higher rates and has taken many a client away from (Kendrick and Black). The clients are happy to pay more because they feel like (Light House) really cares about them. (Light House) isn’t afraid to ask the tough questions, listen deeply to the answers and not be afraid if the question offends anyone because it gets to the truth of what the clients problems are. As I listened to this fable, it reinforced my beliefs about dealing with homeowners.
What is "Getting Naked?"
There are times when husbands and wives can’t agree. It’s up to you as the professional to make the recommendations that are “right,” but not popular. Sometimes the truth is not popular, it’s not inexpensive and it may not be a crowd pleaser- but it’s “right.” You may have to play mediator and ask the tough questions that get homeowners communicating with each other about a furnace, an air-conditioner, or a necessary plumbing repair when they can’t even agree on what’s for dinner. That’s allowing yourself to get naked with homeowners.
In my book, "Selling at the Kitchen Table: A Contractor's Guide to Closing the Deal", I speak about getting to the honest truth while maintaining your integrity and keeping the customers best interest in mind. Sometimes you have to even be willing to walk away from a situation if it compromises those beliefs. You have to be willing to tell the naked truth even if it’s not what a customer wants to hear.
Have you got the courage?
I recently met with a homeowner who was selling their house. Their air-conditioning system needed a complete replacement but the homeowner wanted to go the inexpensive route and just change the outdoor condensing unit with the bad compressor. I explained to “Joe” the homeowner that if he went the cheap route he would really be setting the person that buys the house up for an even more costly repair in the near future. Joe didn’t want to screw anyone, and decided to replace the whole system. It takes courage to have tough conversations sometimes, but that’s what getting naked with your customers all is about.
I’ve even walked away from sales in certain situations if the customer was insisting on something that lacked honesty or compromised my value system. I believe that if you stay the naked-truth route with your customers, everyone wins in the long run.
Customers don’t care about you unless you’re naked. They just don’t.
Get Naked and Grow Your Green Business Today!
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Article Tags: contractor selling, listening to customers, sales psychology, selling to homeowners, selling with integrity
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About the Author: Michael O'Grady RSS for Michael's articles - Visit Michael's website
If you like this article, you'll enjoy Mike's contractor sales training book, “Selling at the Kitchen Table: A Contractor’s Guide to Closing the Deal”. About Michael O'Grady: Well known in the residential services industry for his high-volume tickets and record-breaking, self-motivated selling style, Michael O'Grady is an accomplished Sales Manager, Business Owner, and Author. During his 20+ year sales career, he has set and achieved many industry and personal records. He is inspired to teach others to do the same. Michael owns and publishes the sales training resources, Sales-Psychology.com. He offers sales training seminars, private coaching sessions and products for sales professionals, managers, contractors and business owners. Sign up for the Sales-Psychology.com newsletter and get a free e-Book on “7 Strategies to Take Action on Your Greatest Sales and Business Goals”. Sign up here.
Click here to visit Michael's website   7 Strategies to Take Action |
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