Ask this question - save the deal

If you own a trade or home service business, this one simple question could help you win 10% to 20% more deals—without generating a single additional lead.

Over the last several years, I've helped local business owners generate more than $67 million in profitable growth, and one of the most common sales mistakes I see is this:

Contractors do an excellent job recommending solutions...

But they don't ask the questions that uncover a customer's hidden concerns—the things they're thinking but haven't said.

As a result, they're losing good jobs every week to misunderstandings or concerns they are hesitant to share.

Here’s one way to fix that…

Right after you've reviewed your proposal and options, line by line, instead of asking,

"Do you have any questions?"

Ask this instead – or something like this…

"From what you've seen and what we've discussed so far, what do you like?"

And…

"What do you think we might need to tweak?"

Think about what those two questions do.

Instead of simply asking for questions, you're really asking,

"What's missing?" (maybe a competitor addressed something you didn’t address?)

Or...

"What would we need to change for you to trust me with your project?"

If you are a serious consideration, 9 times out of 10, they will tell you what they are thinking.

Maybe it’s the price.

Maybe it’s the timing.

Maybe they need financing.

Maybe another contractor recommended something you hadn’t considered.

Here’s the good news…

When you ask questions like this, you build even MORE trust.

And most of the time, they are going to tell you what you need to do to win the deal - rather than ghosting you and quietly choosing the cheaper option.

Why? Because your competitors aren’t asking this question.

Whatever it is, you will build even more trust when you ask those . 

This one set of questions can have a bigger impact on deals when you are in the hunt than just about any other approach you can take.   Try it out and let me know how it goes.