Sales: Setting Ground Rules
Michael shares a few situations you’ll run into when selling construction-related services that provide the opportunity to set ground rules for the relationship.
Four Diamonds of Communication
Sales is about communicating and interacting positively with others. Those skills make life easier in any delicate conversation.
Focusing On Price
“The #1 reason I lose jobs is ‘your price is too high.’ What am I doing wrong?”
Give Them What They Need to Make a Decision
Clients are changing, and if you want to stay in the game and make something more than a living, you’ll need to change with them.
Unrealistic Price Expectations
If they called you, doesn’t that mean they need or want the work done?
Resolve Their Challenges, Make The Sale
A survey outlines the challenges homeowners say they’re facing when they remodel or renovate their home. It’s valuable info, because it tells you what they need help with. It’s your job to show them you can provide that help.
Last Minute Requests Before Closing the Sale
What do you do when a potential client waits until the proposal is together to request itemization on the project?
Objections Book
An objections book is a history of your sales calls. It includes everything you said and did, right or wrong. I have only met two or three others in my thirty-plus years of direct selling who took the time to compile a book, but each one became outstanding in their profession.
Are You Worth It?
Construction is a tough industry. For some, the hardest part is making the sale. They’re out of their comfort zone. They don’t want to talk about money or ask for the sale.
Generational Differences
I’ve been reading advice in a few construction magazines on how to sell to millennials, and I don’t understand the fuss.
Are Your Clients Thinking “So What?”
On a sales call, if you’re speaking and your potential client is thinking “so what?”, you’ve lost them.
Ten Cardinal Sales Rules
Ten Cardinal Rules for residential construction sales.
Your Price is Too High
“Your price is too high” means you haven’t done your job as a salesperson.