Synopsis
Selling involves communication, and selling aging-in-place solutions or remodeling and home renovation services is no different. Communication starts with listening to the customer to determine what issues they are facing, their life experiences, what types of solutions they are seeking, what amount or type of help they are willing to receive from you, and how they want to proceed with having something done. Remodeling contractors, handymen, occupational therapists, architects, and many other professions and occupations working in the aging-in-place solutions field need a way of eliciting this information from their customers so they can effectively design a solution to meet their clients’ physical and financial requirements and needs. Therefore, becoming quite proficient at asking the right questions is essential. There’s a reason newspaper reporters or other types of journalists write a story by beginning with who, what, when, where, and why — the so-called 5-W’s. They want to capture the essence of what is going on or about to happen in a concise way. From there they can elaborate with more details. This book approaches selling aging-in-place and general remodeling services in the same way so that important details can be obtained from the customers and an effective design or proposal can be offered and achieved.
About the Author
Steve Hoffacker, AICP, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, is a real estate and small business sales and marketing consultancy based in West Palm Beach, Florida. He is a licensed real estate broker in Floridaspecializing in commercial real estate and residential referrals, and an active member of the National Association of Home Builders (NAHB), National Sales & Marketing Council (NSMC), Remodelers Council (NAHBR), Florida Home Builders Association (FHBA), and the Gold Coast Builders Association (GCBA). His services are designed to help entrepreneurial home builders, remodelers, Realtors, onsite new home salespeople, sales managers, suppliers, vendors, and professionals improve their market position, profitability, sales process, and effectiveness through coaching, strategies, planning, and techniques. Steve is a marketing consultant, sales coach, sales strategist, salesman, marketer, real estate broker, entrepreneur, author, blogger, podcaster, speaker, instructor, photographer, and mentor. We want you to be professional, to enjoy what you are doing, and to be successful at it. You take pride in what you do, and we take pride in any association that we have with you and your business. In fact, one of the characteristics that sets us apart from other consultants is that we are willing to take ownership of your issues to work through them and help you resolve them. That's why Steve has prepared a series of books to help people excel in their sales endeavors. One of the keys to increased production and profitability is our innovative customer connection program of lead generation, customer ratings, social networking, and post-visit contact (trademarked by Steve Hoffacker) that let you reach out to potential customers, attract new leads, identify those people who are ready to make a decision, and maintain appropriate contact with others who need more time. As a result, you will be making sales that otherwise might not have happened, and we can help you eliminate unnecessary expenditures of time, money, and energy in the process. Steve is a regular speaker at the NAHB International Builders Show (IBS) and the Southeast Building Conference (SEBC). He is a featured columnist for Bonded Builder News and Agent Direct News, and he contributes to the Sales & Marketing Ideas, Florida Homebuilder, and other sales publications. Steve received the 2007 IRM (Institute of Residential Marketing) President's Award and the 2008 Trina Ripley Award for Excellence in Education from IRM. Steve offers much of the material found in his books in live half-day and longer workshops as part of his Selling For Today series on various important aspects of the sales process.
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