Our goal is to pitch to all decision makers in a home. The reason for this is it doesn’t give the present party the easy out of “I need to check with the Mrs./Mr……” On that note we will present to anyone that is not easy to reset as to not offend anyone.
When a lead is set by an appointment setter they do everything they can to make sure that all decision makers are present. They will use lines like “we like to have all parties present as we have found numerous times that the vacant party will have questions and it saves us from making a second trip just to address these as your time is valuable” “We often have specials/deals going on that homeowners don’t want to miss, so picking out things like different products and colors require everyone involved” Most of the time this achieves the goal. Sometimes a homeowner will be offended or let us know that they are the decision maker and their significant other has no say. This is usually inaccurate but we will set this appointment as our goal is to keep everyone happy. As a sales rep you will see notes that this is a designed one leg and you should come in with the expectation that we are going to pitch. Other times it will be set with the expectation that all parties will be present but once you arrive someone will be missing. What to do in these situations:
Appointment is set as a one leg before you arrive. Start the process as normal. During your warm-up you want to read the situation and figure out if they have a spouse or anyone else involved in the process. Questions like
“How many people live in the home with you?”
“I see in our notes you have a spouse, what is their name?”
“How long have you two lived here?”
It is simple to find out if their is any other decision makers with your normal warm -up questions. When you get them to start talking about anyone else ask them questions like;
“What is there name/relationship too you?”
“Are they at work and/or where do they work?”
“Did you buy the home together?”
“What is their concerns about the project?”
Feed off of what they give you and just causally ask questions as if you were trying to get to know them on a personal level or make friends with them. Your goal is not to alert them that you are trying to figure out if if you can reset with all parties there or if you need to continue without. Then let them know you are happy to get them the info they need and continue on with your process into step 2.
Go through your Step 2/inspection, inspection report, and photos with the present party. You will also continue on with company story and product demo. During all these steps if at any point pick-up form the homeowner that they might need the other party attempt to reset with both there. You must make sure you are hearing that from them or it could just offend them. When making your roof inspection you find anything odd that would possibly require you asking for assistance form someone, use this as an opportunity to check with them and set a new time. For example they have a section of roof that comes together awkward and you want to verify what you should do with that section to make sure you are doing the best thing for the homeowner. Another opportunity is with colors. Their is multiple ways to achieve this. One good way to present is to let them know that color can affect price and it is a great idea to figure out the color choice. Use your own experiences with your significant other and they don’t let you choose those things own your own. If we find a way to reset we want to make sure we have left a carrot and something to get us back in the door. If no chance comes up let’s give them the full presentation.
Pricing. When you pitch a one leg you want to read the situation. You do not want to start at list price as you will more than likely won’t even get the opportunity to price drop as they will have to check with the other party and just price dropping will not work. At this point your best bet is to start the price and end the price towards the bottom of the scale. You are not going to get a chance on drops in most situations so make this price count.
Appointment is set with all parties present and when arrive someone is absent:
