i'm jordan belfort and this is sales school let's say you've done work for them before and you've done an impeccable job they love the outcome right and you and now you came back into this is a repeat customer and you had approached a price match guarantee would they make would they wait and demand other quotes no they buy from you because they know you they trust you they get your work is good they're not sure that you're the right company they want to be impressed they need to be sold and press convinced that you're the
right company it's not just price you need to show them how awesome your workmanship is how your customers stand by what we do we pride ourselves on the quality of our jobs on customers and also there's one little thing like we are down there in a second with a punches because we you know our business is based on long-term you understand that's okay and all that stuff should be done in the initial presentation yes absolutely and what you'll because what's happening right now is not all of it but a knee-jerk reaction to is guys so
you asked for the order they're like saying that looks pretty good you're showing them nothing about the quality of your work material right there's no way there's no visual anchor for them right a lot of these political okay okay sounds good let me i want so what are they doing they're going to go for gut feel for the pro he seems like a little good job how about just show them what our work looks like let me just show you why we're the number one person in the market here it's because of the quality of
our work and the price that we charge at a larger commitment to expo whatever it is here's what we do check this out here's this is mrs jones this is bill and bob jane smith they have very similar heroes border damage that's what they're looking for here's how it is the job in progress and this is a three-day job check this out okay boom here's that news they said they would say they've never been better yes i mean right half you must do you must that's a must picture's worth a thousand you must do this
okay by doing that i promise you the amount of people who say i need four quotes or let's just say that they might still say it but when they give the price quote match and the pictures together it should be enough to get those people over the home what they're really saying is i don't know you i don't trust you and i and i really need to speak to a few people say who gives me the best sense of this stuff okay because there's only two things here right there's quality work and the price and
also the speed at which the job happens and also make sure that you know i'm not gonna bunch of maniacs in my house here trucking mud all around you know so that all comes out and those are part of your loops and everything you know that's that's your bigness we'll discuss the other aspect tomorrow with lead generation that's a whole different topic but i promise you promise you promise you you re if you get your sales process right here you will dramatically increase your closing by including pictures and do it that way and the best
way to present uh to present it do you think it's going to be okay i would have an ipad beautiful not a ipad a nice big ipad pro okay this is [ __ ] unbelievable and you flip through it if you want to go all through you can also have a flight you have an old world's old workbook some people that are older you can always expand but i would like an ipad pro on this thing and i would be heavy on visuals and testimonials this is the whole thing all right okay and should i
should i be leaving something behind with them when i leave if they don't close on the spot should i be leaving like some sort of um more social proof or more yes yeah or do you want to leave an estimate a written estimate you want to have some sort some sort of brochure to leave on yes you
