Very good tips here but there is the danger of trying to put all the tips into your presentation and thus seem like you are trying too hard.
I have previously been in high pressure sales for 23 years (Life assurance salesman) and have had extensive sales training (even including one-to-one training with actors!) but do you know what?... the best tip I ever had was from an wealthy entrpreneur who said that the best sales technique was simply to be NICE to potential customers. You only need to watch 'The Apprentice' to see what I mean. I personally hate 'pushy' people and will not engage their services even if they are the last remaining specialist in their field on the planet.
Today I turned up at quote for a small sofa which I booked in for £120. As I left a call, diverted from my landline, came in from a customer stating that she was quoting around for prices for selected carpets in her home. I said that I was 10 minutes away from her and asked to see the property for an accurate quote. The net result was that she booked me in for her full house for £320 on the spot. 2 jobs for £420 - took 30 minutes of my time.
I am not saying I am a brilliant salesman. All I do is tell them what they want to hear. Its just that they haven't thought about what they want to hear yet. What I do is...
Be pleasant and chatty
Take control - ask to see areas to be cleaned, deal with furniture removal, condition of carpets etc
Explain the process - this is your chance to show your professionalism and experience
Answer most of their questions before they have asked them
Be bold with your price - if you are sheepish, then they think you are trying it on - I use a calculator even though I don't need one.
Ask them if they are happy with the price
Ask when they want the work done.
Reaffirm the appointment when leaving
I just keep it simple, but in my opinion its best BE YOURSELF.
We are all different and will have our different personalities and preferred methods, but if you are confident, professional and pleasant you will get the majority of quotes and stop them looking around.
I wear a uniform with logo and I turn up in a car.
Now... if anyone can give me the secret formula of how to get the phone to ring constantly with enquiries I will be very grateful!