Profitable Sales: A Contractor's Guide by Michael C. Stone

by michael-c-stone

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

- 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

Genres: Construction

319 pages, Paperback

Published January 1, 2007