Bill:That is impossible to say without looking at your basement. Af-
ter our meeting, I can (show you)(tell you) (give you a feel for)
several different alternatives. I have refinished many basements.
One was a $20,000 job and some were as low as $6,000, but I
won’t quote you a price until you know what you are getting, so
you can make an informed decision. In any case, the renovation
will be a much better investment and much more economical
than renting office space. Wouldn’t you agree?
The sentence about office space links to the prospect’s already stated
desire. This is Step 4 of the Sales Map. Bill has made a good point
here and has been talking for a long time, so he pauses to ask a
question.Bill:Quite often my customers use a home equity line of credit for
improvements that raise the value and the comfort of their
home. Is that something that you might consider?
It is far too early to be closing the sale and far too early to be
concerned about exactly how the prospect will pay for the project. First
build the value of what you are offering. You are looking for willingness
on the part of the prospect to discuss financing possibilities. If the
prospect is unwilling, you may have a suspect (a person with no
intention of buying).Bill:What is your time frame for completing this project?
Bill wants to make sure he can meet the prospect’s requirements regarding
time and also is checking to see whether the prospect has a sense of
urgency about it. If the prospect has little or no urgency, Bill gives the
preparation of this price quotation a low priority.Bill:Let me give you an idea of how I prefer to work. I will pay you a
visit at your convenience so (I can show you some alternatives
for your basement) (I can tell you about some possibilities for
your basement) (you can get a feel for the alternatives). I will
(show you) (tell you about) (toss around) alternatives to fit your
budget.
Would Thursday at 8:00 P.M. or Saturday at 10:00 A.M.be
more convenient for you?
Take charge by offering alternatives convenient for you. This alternative
question leads to the prospect saying yes either way.242 Learning to Sell the Easy Way