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Profitable Sales: A Contractor's Guide

Michael C. Stone

ISBN 10: 0979508304 / ISBN 13: 9780979508301
Published by Construction Programs & Result, 2007
Condition: Good Soft cover
From Books Express (Portsmouth, NH, U.S.A.)

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Bibliographic Details

Title: Profitable Sales: A Contractor's Guide

Publisher: Construction Programs & Result

Publication Date: 2007

Binding: Paperback

Book Condition:Good

About this title

Synopsis:

Michael's 30+ years of experience in residential remodeling and specialty sales is shared in his new book, Profitable Sales: A Contractor's Guide. The information provided is valuable for the construction-related business owner and their sales staff.

In this book, Michael explains how:

- determine if a lead is worth your time before you set the appointment

- establish ground rules with a potential client during the initial phone call

- help customers make selections

- know when to walk away

- address the three fears of every customer

- successfully ask the four questions you need answered, and, and how they relate to the three fears

- navigate through design agreements, letters of intent, and other documents thet prevent you from wasting time

- lay the groundwork for a detailed contract with specific payment schedules

- turn a cancellation into a positive event

- find, train, motivate and compensate sales staff

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