When you're in the service business, sales isn’t about pushing your service onto people. It’s about understanding their needs. Too many business owners and salespeople make the mistake of jumping straight into a pitch without first figuring out what the client actually needs.
The first step in sales isn’t talking about your service—it’s asking the right questions. You need to understand exactly what your client is looking for. Are they overwhelmed with junk piling up? Do they need a specific service like dumpster rental or full-service removal? Have they used similar services before, and what worked or didn’t work for them? These are the key questions that will help you figure out how to serve them best.
Understanding needs: The Importance of Listening
The biggest mistake you can make in sales is assuming you know what the client needs. Even if you think you’ve got the perfect solution, if you don’t understand their pain points, you’re missing the mark. A client may not need what you’re offering, or they might need something different than you think.
When you ask questions and truly listen, you can tailor your service to fit their needs, and that’s when the sale happens. If you go straight into your pitch without understanding their needs, you’re just selling for the sake of selling—and that’s where most sales fall flat.
Sell the Solution, Not the Service
In the service business, you’re solving a problem. The junk is piled up, the house needs cleaning, or the yard is a mess. Your job is to solve that problem. If you’re just talking about the features of your service, you’re missing the point. It’s not about how big your truck is or how fast you work—it’s about how you can help make their lives easier.
Once you understand what your client truly needs, that’s when you can offer the right solution. Maybe it’s a smaller job than you expected, or maybe it’s bigger. Either way, the right solution shows that you’re focused on helping them, not just making a sale.
The Bottom Line: Ask, Listen, Solve
In service sales, it’s not about selling anything to anyone—it’s about understanding what your client needs and then offering the right solution. When you ask the right questions, listen to the answers, and offer a solution based on that understanding, you’re not just making a sale. You’re building trust and solving a problem, and that’s what leads to long-term success.
So, before you start talking about your service, start asking questions. Understand what your client needs, and let that guide the conversation. Sales will follow naturally.✌️
Justin Hubbard
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