selling

Customer Wants a Full Price Breakdown…

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I took a sales call to do work on a home in a nearby residence.  The guy I went to see owns the home in a beautiful neighborhood 15 miles away.  He wants me to fix some drywall from a busted pipe that burst during the winter, install a new high-efficient toilet in the bathroom [...]

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A Face-to-Face Meeting Gets a Contract Signed

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I just put together a bid for a potential customer.  He found me through my website, which is cool because that lets me know local people are finding us on the internet.  That’s huge. So I went out to the prospect’s condo a few days ago.  This guy is not a referral, so I don’t [...]

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Bringing Professionalism Back To Contracting

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I don’t know about you, but being a professional in every aspect of your contracting business is so important today.  You must not overlook anything. Your company vehicle. For the small independent, you must attempt to obtain a newer vehicle sooner or later.  People will look at what kind of vehicle you drive up to [...]

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Where Is My Competition?

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This spring will be a good season for contractors.  The writing is on the wall.  The recession is finally somewhat over and folks are starting to prepare for renovations to their homes. People are staying in the homes they own longer.  The banks aren’t making the easy loans anymore.  Instead of shopping for larger homes, [...]

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Passion Equals Sales

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I found this thread rather kick ass from the Contractor Talk forum: Original Post from — katoman: I was thinking about how it is I’ve never been unemployed through good times and hard times. Not boasting at all. I think a big part of why I get work is because the customer sees the passion [...]

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How To Put Together A Custom Point Of Sales Package

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When it comes to sales, you’d better be ready when the opportunity presents itself.  Look at every open door invite to a prospect’s home or business as a chance to refine your selling approach. Free Estimates. Companies just starting out should certainly offer free estimates because a regularly practiced dress rehearsal makes a sale.  I [...]

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My Client Wants To Get Their Own Materials!

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I have a client that wants to remodel a small bathroom.  It is actually the second bath in the house, downstairs.  I went by Monday for our scheduled appointment.  The homeowners want to enlarge the sink area in this bathroom by knocking out a back wall.  There is an existing bedroom closet behind the wall, [...]

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Body Language: Sell Yourself Before You Sell Your Company

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Have you ever noticed how some people you warm up to immediately after meeting with and others — something just wasn’t quite right about them.  You can’t put your finger on why you feel this way.  The short answer?  Inherent survival instincts. I believe we are all born with survival instincts that are passed on [...]

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