Why You MUST Use a Sales Presentation (If You Want Consistent Money)

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Why a High Ticket Sales Course Teaches Structured Sales Presentations

Want to know how to become more consistent in making money doing home improvement sales? People think that they must be a better closer and yes that’s important but an important part of closing is that the customer has to be ready to close. Closing when done right is just the final step in you helping the customer get what they want. The key is that they want it and think it’s worth it or the close won’t work and makes you seem high pressure. The more they want it the easier the close is and the less they want it the harder the close is. The key to making them want it happens during your sale presentation. Yes I said it “sales presentation.”

After being in over 16,000 homes selling I know how to close but what I think helped me make the most money is the ability to make them want it and that’s because I use a structured sales presentation. Every time. That’s the key to how I consistently made money doing home improvement sales and why every sales office I ran was number 1.  The ability to follow and use the sales presentation.  I know the naysayers out here are going to troll me saying this is old school and nobody does sale presentations anymore. It’s all about the trust and not annoying the customer and solving problems but that’s what a good sales presentation does.  The reality is that everyone does a sales presentation.

What a High Ticket Sales Course Gets Right About Sales Presentations

If you go to peoples homes for 4 hours plus and just rapport them and show them pictures and feel out how much they can afford while wandering all over the place  that’s your sales presentation. So instead of doing that why don’t you have one that’s very structured and makes sure all the points are covered every time.  It works and is what made me rich. Not to brag but to sell you on why you should be doing this as well. 

Here are four things that will help you use a structured sales presentation so please listen to the end so you don’t miss anything.

High Ticket Sales Course Lesson #1: Believe in the Process

The first thing to be successful using a structured sales presentation is that you have to believe in using one. The two reasons people don’t do things is that they are either unwilling or unable. If you don’t believe in a structured sales presentation you are unwilling. You don’t think it works or understand why. When you say sales presentation most customers and sales people think evil words like “sales pitch”. They think  it is something canned and annoys the customer because it sounds like you are reading a script. If done right nothing could be further from the truth. It sounds just like you are having a conversation with someone and doesn’t sound like you are following a script.

Why a High Ticket Sales Course Eliminates Rambling Sales Calls

Without using a sales presentation it can seem haphazard and because it’s not organized you sort of ramble all over the place and then go back and fill in the holes you left out. Now that’s annoying to the customer and it takes forever.  If you follow a system then it is organized, it’s done faster and you never leave anything out.

To me one of the problems with doing in home sales is that when your’e running 2-3 leads a day everyday they can all start to blend together. There are times when I was in a home that it was almost like I forgot where I was. Ie Did I already tell you this joke or was that the last one? Things blur including what did I cover I what did I not.  If you use a system you won’t leave anything out because you do it step by step in an organized fashion. You never leave anything out and that gives you the best chance of making a sale. 

What a High Ticket Sales Course Teaches About Value and Differentiation

To me when you are selling home improvements there are certain things that must be accomplished or you wont’ sell. You have to build a connection, sell them why your company is who they want to do business with, build the value of what you are selling, and make them want what you are selling. If you do it right you separate yourself from everyone else so that they feel you are the best value for their dollar. Not the cheapest but the best value and do it in a way they don’t want to look around.  A good sales presentation does all of those things in methodical manner. You have to understand and believe it’s in your best interest to use a sales presentation. Of course it’s a given that you or your company has a good sales presentation to begin with.

By the way, if you’re getting value from this, I put together a complete training program called The Art of Selling Home Improvements. It doesn’t just teach closing techniques and handling objections — it covers every step involved in how to sell home improvements the right way. The most important part of closing is getting people to actually want what you have first, and I break that down in depth along with everything I’ve learned in 35 years and personally being in over 16,000 homes. If you’re serious about making more money in this business, check it out — I’ll drop the link in the description below.

High Ticket Sales Course Problem: Why Most Reps Were Never Trained

The second reason people don’t follow a structured sales presentation is not that they are unwilling but they are unable. 

The reason sales people are unable is that they don’t know how because nobody showed them how to do it right and after getting beat up too many times stopped. For example when they were starting and if how they sold their company was horrible and annoyed the customer and after a few times of being shut down. “I don’t need to hear any of that I just want the price” They stopped doing it. I’ve seen reps so gun shy that they were like a battered spouse where they started their company story by saying” hope you don’t mind but I have to tell you about my company because they make me do this but I’ll do it really fast ok? What is that ?! 

How a High Ticket Sales Course Teaches Control Without Pressure

Or they may be unable because even though they know that they have to do a needs analysis after the warmup when they first get in the home the customer pulls them to the furnace or bathroom and they don’t know how to take control in way that doesn’t upset the customer. “Hey I want to look at your furnace but before we do that I just have a couple of questions to ask you that way we can do this faster ok?” Then get to the table, get connection, needs analysis then go to the  furnace etc. You have to understand how to stay in control and that’s a sales skill as much as closing is. 

High Ticket Sales Course Skill: Keep the Customer Engaged

The third thing you need to learn to use a structured sales presentation correctly is how to do it in a way that doesn’t annoy the customer and keeps them interested and involved. What annoys people is when you sound scripted or canned. The scripted part comes from you using someone elses words and that makes it seemed canned. The best advice I can give you to avoid this is that when you are talking make believe you were talking to one of your best friends. If so would you be using  those words or talking like that? Then you aren’t being you and it will sound scripted. Get the points across using your biggest strength.. your personality.  You also have to learn to adapt your style to fit the customers.

You wouldn’t be using the same style or saying the same things when are selling a banker like you would  a retired widow. One you would be telling how you are vertically integrated and all the associated benefits and the other you would be telling them that we do it all so they don’t have to deal with a lot of different people and companies to get the work done. It’s easy. One style would be more  to the point and the other would be more bonding. 

Why a High Ticket Sales Course Teaches Adaptability

Another thing that will annoy them is to try to close doors that are already closed. I said earlier that I make sure all the points are covered. If they already bought windows from me and are adding more then I don’t need to go through a product demonstration. They are already sold on the product and that door is closed. Same reason you don’t need to sell them on your company if you are presenting to the daughter in-law of the owner. Use the system don’t let the system use you. 

High Ticket Sales Course Rule: Don’t Sell What’s Already Sold

 The fourth thing about a structured sales presentation is to understand  that’s it is not what you say but the order in which you say them and  that you accomplish what the step is designed to do that’s the key. That’s what a sales presentation is a step by step way of doing things. It is not scripted other than the order of how you do it. It’s the sequence not so much the words.  The order of what you are saying is the key not the words you are saying. 

For example  after you get a connection then you can do your needs analysis then once you identify the problem you can start to show them the solution which normally is selling your company first. The order is crucial. You give the price last after you have built the value not before where they have no way of justifying the cost. It’s methodical . It’s like watching  a play or having sex if you change the order it ruins everything. Using a system is key to doing it in the right order and never leaving anything out.  The other key is that besides keeping the steps in order that you know what each step is trying to accomplish and that you do that. 

High Ticket Sales Course Framework: What Each Step Must Achieve

 So when you are at the part of your sales call where you are selling them on doing business with your company that it’s not as important as what you say but that by the end of that section that they are sold on doing business with your company. How you price condition them is not as important as that they are price conditioned when you are done with that step.

High Ticket Sales Course Summary: How to Close More and Earn More

So to recap you need to understand  that you need to  do  structured sales presentation ,you need to learn to stay in control while doing it,   you need learn how to do it in a way that keeps the customer involved and doesn’t annoy them  and  staying in the right order while accomplishing what each step is for.  If you do this your closing will be easier and you will make more money than you can spend. The more they want it the least money is the issue. The least the money is an issue for them then the least the money will be an issue for you in your life. That’s how it works.

If you like these types of videos check out the video on “The real reason you can’t close home improvement sales” or the playlist on closing listed above.

Happy Selling!