Bold Selling: Tell People What They're Thinking

Here's why you need to tell people what they're thinking. In fact, it builds trust. I'll give you an example. If you're running a retail appointment in roofing sales and you show up at the homeowner's house and at the beginning of the appointment you say, Hey, Mr. Homeowner, I'm gonna guess that one. You probably don't wanna be spending time with me or anyone else for that matter, because replacing your roof is probably the last thing that you wanna spend your hard-earned money on.

And I'm gonna guess that you're looking for a contractor that you like, that you trust with a great reputation who's gonna do great work and actually stand behind their work. So you don't end up featured in the news by some roofing scam. Is that a fair statement? And all of a sudden when you tell someone what they're thinking in their, and you're right, you've joined the conversation that's going on in their mind, and it builds a tremendous amount of trust and makes the homeowner feel comfortable to set you up for a smooth sailing sales presentation and winning the deal.

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