When working with homeowners and business owners about having the CTi coatings installed, too many times we get caught in simply telling the customer everything we know about the coatings, the prep that will be done, maintenance, and dozens of other areas that may or may not interest the customer.
We teach our Dealers to ask the customer some questions that lead to a conversation about what they are most concerned about or what they would like to know about the products. This is done by asking questions that are “open ended”. An open ended question requires the customer to answer with something more than yes or no. A question such as “do you like brown?” doesn’t get much of a conversation started, but a question such as “what things are most important to you as a finished product?” get the customer engaged and talking more which leads to a better conversation and more sales.
