Profitable Sales

Michael C Stone

6 ratings by Goodreads

Language: English

Published by CONSTRUCTION PROGRAMS & RESULTS INC Jun 2007, 2007

0979508304 / 9780979508301

  • Softcover
  • New
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Seller: buchversandmimpf2000, Emtmannsberg, BAYE, Germanybuchversandmimpf2000

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This item is printed on demand - Print on Demand Titel. Neuware -Michael Stone's 30+ years of experience in residential remodeling sales and specialty sales is shared in his book, Profitable Sales, A Contractor's Guide. Focused on the construction industry, the information provided is valuable for both the business owner and their sales staff. His experience working with home and building owners has provided him with valuable insights. He spells out how to:determine if a lead is worth your time before you set the appointmentestablish ground rules during the initial phone calladdress every customer's three fearssuccessfully ask the four questions that need to be answerednavigate through design agreements, letters of intent, and other documentslay the groundwork for a detailed contracthelp clients make selectionsturn a cancellation into a positive eventfind, train, motivate and compensate sales staffA significant portion of the book is devoted to 'What if ' scenarios. While a few scenarios are mildly humorous (arriving at a home to find homeowners inappropriately dressed) and some are more concerning (homeowners handling firearms on a sales call), a majority of the scenarios will happen to almost every salesperson in residential construction sales at least once in their career. What if they:Ask you to fix something in their home during the appointment Are distracted by the TV, by unruly kids, by neighbors who stop by Want you to finish the job another contractor started Ask you to look at another company's quotes, paperwork, or plans Tell you they want to furnish their own materials Michael discusses insurance calls, dealing with other professionals (attorneys, architects and designers, realtors, engineers, lenders) and issues that can arise after the contract is signed.In construction, if your sales depend on being the lowest price, your business won't have the funds it needs to survive. Michael's first book Markup & Profit: A Contractor's Guide Revisited helped thousands of contractors know how to properly price their jobs to cover their costs and make a reasonable profit. This book shows how to sell your value and service, not your price.Sample forms are included, along with access to downloads allowing you to save many of these forms on your computer for easy use.Libri GmbH, Europaallee 1, 36244 Bad Hersfeld 332 pp. Englisch.

Seller Inventory # 9780979508301

Title
Profitable Sales
Author
Michael C Stone
Publisher
CONSTRUCTION PROGRAMS & RESULTS INC Jun 2007
Publication year
2007
Condition
Neu
Binding
Taschenbuch
Language
English
ISBN 10
0979508304
ISBN 13
9780979508301
Item weight
838 grams
Dimensions
280x216x18 mm

buchversandmimpf2000

Emtmannsberg, BAYE, Germany

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AbeBooks seller since January 23, 2017

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Impressum Thorsten Retsch Buchversand Mimpf2000 Oberölschnitz 16 95517 Emtmannsberg Deutschland Telefon: 09209-2023188 Email: mimpf2000@online.de USt-ID-Nr.: DE 235096871 Wir führen gebrauchte Bücher aus allen Sparten der Literatur

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