Ask Your Way to More Sign Sales

Ask Your Way to More Sign Sales

Questions can be your best friend in the field. When you first meet with a potential client, it is far better to ask questions than it is to make statements. If you ask more questions than your competitors, then you’ll leave knowing more than they do and you’ll have more info to close the sale. There is one other item to keep in mind – prospects like to talk more than they like being talked to. Asking questions and listening is one of the most effective selling methods you can use.

Here are a few sign sales questions that will give you good information:

* (If an existing business location) Why are you investigating signage now?

* How did you choose your current signage?

* Who have you bought signs from in the past?

* Who designed your logo?

* (Pointing to a specific sign) Who made this sign?

* Why did you buy these signs from them?

* How many signs do you have in mind?

* Will your new channel letter signs follow the same logo theme, or will they have a new design?

* Have you seen a sign on another business that you really liked and would like to emulate?

* What do you like about your current signs?

* Are you the building owner?

* (If no) Do you have a statement from the owner regarding signage requirements?

* Will your logo be included on the new channel letter signs?

* Who is going to make the final decision on which sign vendor you’ll use?

* What is your budget range for this channel letter sign set?

* What are you hoping to accomplish with this new signage program?

* (After above question is answered) What makes you think a new sign program will do that?

The answers to these questions will give you an edge on your competition. Use them to formulate a “can’t miss” sign proposal.

One other item – remember to use the exact words on your proposal that your prospect used to answer some of these questions. That always helps your chances.