- You shall return all phone calls the same day or by 9 AM the next day.
- You shall keep ALL appointments, and on time.
- You shall always be prepared to make a sale.
- You shall always qualify the customer to buy from you, not sell to them.
- You shall not offer freebees, but get paid for all you do.
- You shall keep an Objections book, up to date, regularly reviewed.
- You shall continue your education, reading at least one hour each day.
- You shall get written quotes or estimates on all items exceeding $300 on your estimates.
- You shall not do Cost Plus or Time and Material Contracts unless for service work.
- You shall set weekly, monthly and yearly sales and income goals.
Excerpted from Profitable Sales, A Contractor’s Guide. (Audio version here.)
The knowledge and experience Michael Stone gained in his 60+ years in construction has helped thousands of contractors improve their businesses and their lives. He is the author of the books Markup & Profit Revisited, Profitable Sales, and Estimating Construction Profitably, and is available for one-on-one consultations.
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