How many sales did you have to make before it was no longer awkward. At what point did it begin to feel like second nature?
About a hundred failed pitches. Still fail pitches but it doesnât hurt as much. Lol
This may sound wierd but I always tell new guys to try to learn to sell without any emotion attached. It makes pitching your service much easier and when you fail a pitch it doesnât matter.
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Dunno, how many friends do you have to make before that stops being awkward? Thatâs basically the same thing.
Theyâre business/home owners - youâre a business/home owner. They need your help to stay in business so go make a friend or theyâve got a house with dirty windows that are hard for them to clean.
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I donât sellâŚI present⌠I present myself, I present a price, and if they donât go for it,
I move onâŚtoo many homes that will go with what I present to spend time âsellingâ.
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As long as you present clean windows on a silver platter you wonât have any trouble selling.
Love this way of putting it. I donât even feel like Iâm selling anymore either, just meeting someone new and presenting what i can do. Super laid-back. In fact, itâs fun. If they donât book right away, thatâs fine⌠and they usually call to schedule eventually anyway.
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Approximately how many sales did you make before it felt like you were âpresentingâ [quote=âIronLionZion, post:5, topic:43744, full:trueâ]
As long as you present clean windows on a silver platter you wonât have any trouble selling.
[/quote]
How do I create an opportunity to deliver clean windows without first closing a sale? Demo on one window?
Iâm at least slightly awkward when meeting new people depending on how hard it is to read their viewpoints.
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When I stopped caring. Either they want it or they donât.
If you donât know something, just say so but make yourself available to try.
"Iâve never done that before but I certainly have the resources to educate myself and to do the jobâŚ"
I will add that my favorite type of sales is education. That is what Iâm enthusiastic about and so that is what is most comfortable.
View it as a pyramid with Technicians at the base - dime a dozen.
Next tier is Specialist.
Then, Authority.
Moving up is Celebrity.
Finally, Celebrity Authority at the top.
With each tier, your price increases, as does your knowledge and expertise. Strive to be a Specialist and your sales will find new breath.
As you keep educating yourself, you will be thoroughly familiar with your subject and your sales will follow naturally. You may find that youâll have newfound confidence and that you often speak with authority. People want that.
Then, as they refer you, your good reputation will grow and you will be well-known in your community, and perhaps beyond.
But it all starts with ongoing education and experience.
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That is excellent advice. I find the more I talk with clients about more complicated services (carpet cleaning) my confidence and authority grow.
Nobody really wants to hear my technical talk on fabrication debris though lol
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That is a great way to put it Jordie, itâs been bookmarked and shared!
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I donât consider myself to be good at sales but I do tell people with 100% honesty and sincerity that I can make their windows look better. If they arenât interested then no problem, I just thank them for their time and move on.
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⌠It has always been my approach to âsalesâ. I have never wanted any one sale so bad
that I felt I needed to âsellâ.
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I donât think thatâs necessaryâŚpeople [think they] know what a clean window is. So itâs not about the clean window, itâs about the âsilver platterâ as @IronLionZion called it. When a restaurant serves you food on a silver platter, it doesnât change the taste of the food. What it does change is your perception of the experience.
Most purchases are based on emotion, especially when they arenât absolute necessities. Have you noticed how commercials nowadays tell you very little about a product anymore? Instead, they play this pull-at-your-heartstrings mini-movie thatâs all emotional and then suddenly you see itâs an ad for a bank. Or they try to make you laugh. But itâs all about generating an emotion that youâre supposed to end up associating with the product.
Think about buying a car. Sure, you test-drive it. But those few minutes donât really tell you if the car is good or not. If the sales person (or the million commercials you saw for it) is any good, though, you feel like the car is safe for your family, or will make you look prestigious, or will be so fun, or will make you powerful and able to blast heroically through huge snowbanks while everyone around you is stuck. Itâs all a feeling, a feeling thatâs likely hardly based on actual fact.
So, your goal in presenting is to generate the right feeling in your potential customer. Because until they have experienced the finished job, they canât really know what theyâre agreeing to.
Ok⌠So how do you put all the above into practical application? Donât try to sell, as in donât try to force the sale with some magic combination of words. Instead, realize this: when you show up on time for the appointment, you are selling. When you come in a professional-looking uniform, you are selling. When you smile genuinely and make eye-contact, you are selling. When you are as accommodating as you can be, you are selling. When your vehicle is clean and shiny, you are selling. When your marketing materials look professional, you are selling. Etc, etc etc. This is the silver platter. All of this gives the potential customer the feeling, âThis company is competent. The are easy-to-deal-with. I can trust them. They do quality work. They are professionals.â
At this point, if they really want their windows cleaned, they will. Sure, some people just care about price and will only go for the cheapest bid. Others had no idea how much it would cost and arenât ready for that. Still others may want to compare you to others first. But if you made a better impression, they will end up calling you.
One more point regarding the important matter of confidence. A lot of guys have suggested to just not care. Realize that this is only a counter-measure to prevent you from coming across as needy and desperate. Of course you do want them to do business with you and you do care about them. But, if you relax and donât worry about if this specific one will work out or not, youâre not going to send out a negative vibe that will likely turn off the customer. Instead, if youâre confident (âfake it till you become itâ or, better yet, reflect on the reasons why you really are worth it and know that your prices make sense for your area and your offering), the customer will again get the feeling they can trust you. And theyâll likely assume, âoh ok, thatâs just what this is supposed to cost.â If youâre more expensive, maybe theyâll even assume it just means youâre better.
In conclusion, if you work on all the above, youâll find it easier to relax and enjoy the process. The sales will follow.
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Thank you for the detailed response. I do try to implicate the things you mentioned. Professional media, uniforms, attitude, vehical (truck breaks are screwed right now so Iâm driving rusty pathfinder with green doors. 
)
I also always try to come off with a non desperate attitude (regardless of my financial situation)
However the main question I ponder is how long do I have to act the roll until I have become the roll. At what lengths does the fake it til you make it mentality become a reality?
For âeveryoneâ it is different.
If you believe in what you *do, it will help a lotâŚ
*The reason you do it!
When does the mentality become the reality?
I still have a lot to learn and to improve on but for me, it was when I went to other communities and saw sloppy work that other people did and also when I was compared favorably to previous WCers.
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An old Chinese proverb. Lol.
The best time to plant a tree was ten years ago. The next best time is right now.
Live in the present. Take control of your future today. 
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