Never Telegraph the Close! Grosso University Skit on Closing Home Improvement Sales

In this skit, Dominic Caminata and Daniel Coomes-Barry use a bar fight as a way to demonstrate what happens when you telegraph the close! If I let the prospects feel and believe I am going to try to close them too early, that is like going up to another person in a bar fight, tapping them on the shoulder, the telling them I am about to throw a punch at them.

Naturally, when you telegraph the punch, their guard will go up making it less likely that you will land the punch. This same result happens in a sales encounter. If I telegraph the close too soon, their guard will go up, and they will resist the close every step of the way.

At Grosso University, we train a “Velvet Hammer” sales approach. With this selling strategy, we keep the homeowners comfortable and relaxed the entire time while getting them to feel and believe they are not required to make any decisions on the project while we are there. This keeps their guard down and maintains a relaxed environment making it far more likely that I can close the sale. When you are a hammer, everything looks like a nail! Instead, be a velvet hammer!

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