[wayne zabel]

Thanks very much for all the ideas - I will start putting them into practise.

[Paul W Jones]

In the last two days I've had at least seven price shoppers and, as much as they can wind you up, you've got to just get on with it.  My worst was a few weeks before Christmas when, one one Friday afternoon, I had five and didn't book one in!

[Ian Gourlay]

I do go through all the stuff room size stains how old what has prompted them to have carpet clean how good we are etc.

But often you still to price and they say i need to talk to husband

I then try to say how does my price sound to you. sometimes I just say how much is the job worth to you. That really confuses them

[Colin Day]

If it's an EOT you just know they aren't particularly looking for a good job to be done and are therefore always going to look for the cheapest.

These can be harder sales as you don't know how much the other carpet cleaners are going to charge but there are ways of winning them over.... .

I know a C/C who used to say that whatever price they get quoted from a competitor, they will charge £5 less than the cheapest quote they get... Obviously you are relying on them telling the competition of your offer. Therefore, (theoretically) they throw in a really silly quote to see you off...

Then when they ring back and say "The other guy has come down to £50 for a 3 bed whole house carpet clean!"

This fella would say when the prospect tried to book him in "I'm afraid you're going to have to go with them, I'm booked up that week....!"

[JandS]

But if they said "we're in no rush" he's snookered.
Why all the hang up about price shoppers?
They're ringing you after all so they are there to convert.
As for the "don't compete on price" quoters, think with
the present economy you might just have to.

John

[Colin Day]

But if they said "we're in no rush" he's snookered.
Why all the hang up about price shoppers?
They're ringing you after all so they are there to convert.
As for the "don't compete on price" quoters, think with
the present economy you might just have to.

John

You need to relax a bit... Don't take everything so literally, it's bad for your heart...

[wynne jones]

I know we are carpet cleaners but selling IS a part of the job. There are hundreds of books on amazon about generic selling I'm sure a lot of people would benefit from reading some of them rather than caving in on price all the time and then whinging about it. 

[Robert Watson]

What one would you recommend Wynne?
I`v got my reading head on at the moment.
Cheers
Rab.

[wynne jones]

Well I'm reading Predictably Irrational at the moment which isn't a 'technique' book but full of ideas based on solid research and you will save a bit of money the next time you go shopping too. 

http://www.amazon.co.uk/dp/0007256531/ref=asc_df_00072565316057805?smid=A3P5ROKL5A1OLE&tag=googlecouk06-21&linkCode=asn&creative=22206&creativeASIN=0007256531

[garry22]

A couple of good one...

"How to master the art of selling" by Tom Hopkins.
"How to sell anything to anyone" by Joe Girard

[Colin Day]

Well I'm reading Predictably Irrational at the moment which isn't a 'technique' book but full of ideas based on solid research and you will save a bit of money the next time you go shopping too. 

http://www.amazon.co.uk/dp/0007256531/ref=asc_df_00072565316057805?smid=A3P5ROKL5A1OLE&tag=googlecouk06-21&linkCode=asn&creative=22206&creativeASIN=0007256531

Just ordered it... Cheers mate....

[JandS]

Just downloaded it to Kindle will try
tonight with a bottle of Leffe and a
cigar in the garage.

John

[wynne jones]

A couple of good one...

"How to master the art of selling" by Tom Hopkins.
"How to sell anything to anyone" by Joe Girard

Two classics there Garry.

[AshWhite]

One of the best I've ever read (and I've read a lot) is 'influence: the psychology of persuasion' by robert cialdini.

[garry22]

One of the best I've ever read (and I've read a lot) is 'influence: the psychology of persuasion' by robert cialdini.

Yes, fantastic book.

I've just given mine to a friend's daughter who's started at Oxford studying marketing / psychology. That should upset a few Dons... a real world book!

[wynne jones]

Had to laugh today. Saw a woman on a bus, she was a right Chubster. She was reading The Dukan Diet.... whilst eating a Greggs pastie.

I'm sure she was going to implement what she was reading as soon as she got home.   


 

[Jim_77]

That's a little bit like ordering a diet coke with with your big mac meal!

[garry22]

Had to laugh today. Saw a woman on a bus, she was a right Chubster. She was reading The Dukan Diet.... whilst eating a Greggs pastie.

I'm sure she was going to implement what she was reading as soon as she got home.  Wink  Grin

You old cynic. No faith in human nature!

[Mike Halliday]

Had to laugh today. Saw a woman on a bus, she was a right Chubster. She was reading The Dukan Diet.... whilst eating a Greggs pastie.

I'm sure she was going to implement what she was reading as soon as she got home.   

that post is the most important, relevant and incredibly clever post so far, and makes a very most important point.

[AshWhite]

Had to laugh today. Saw a woman on a bus, she was a right Chubster. She was reading The Dukan Diet.... whilst eating a Greggs pastie.

I'm sure she was going to implement what she was reading as soon as she got home.   

that post is the most important, relevant and incredibly clever post so far, and makes a very most important point.

I was wondering whether it was very clever, or just a humorous comment.