Faster Remodeling Sales with “Assignment Selling”
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Key Takeaways
Map out your sales process step-by-step and identify specific information prospects need before each stage, such as pricing, process, or project examples.
Instead of fully automating content delivery, personalize the assignment of marketing materials based on individual prospect conversations and interests.
When assigning content (e.g., a podcast, video, article), clearly articulate the benefit to the prospect (e.g., "this will make our next call much more productive").
Invest in the production quality of your key marketing assets; well-produced content demonstrates professionalism and value, making prospects more likely to engage.
Use your website's project pages and detailed service explanations as interactive sales tools during calls, guiding prospects through relevant examples and information.
Consider creating tools like a custom calculator for your website to transparently discuss ballpark pricing with prospects, using it as a neutral 'bad guy' for high figures.
Practice your delivery and 'talk tracks' for assigning content, focusing on a benefit-ask approach to increase commitment and ensure prospects consume the assigned material.
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