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Let Them Sell Themselves!
Close more sales by having a solid game plan in place before you ever sit down with your prospect. A series a well-thought out questions (and rebuttals) will go a long way in helping you close more deals. And by asking your prospects questions, you allow them to think they are in charge because they […]
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4 Reasons Why People Buy – Part 2
Yesterday, I started a post about selling and sales, and why people buy. Today, I am going to list the 4 reasons why people buy and talk a little bit about the selling process. Ready? People buy for all kinds of reasons, and despite numerous studies on the subject, no one has actually nailed down […]
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Would You Buy From You? Or Why People Buy
Yesterday I sat in on a sales call webinar on RemodelCrazy.com given by Darren Salyer of Absolute Basement Finishing, LLC. (Disclosure: Darren is a client of mine) and Christopher Wright of WrightWorks, a home remodeling contractor located in Indy. Both talked about what has made them successful in the trades and how they have honed […]
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5 Words No Contractor Wants to Hear On a Sales Call
I went on an estimate last week with a client who is in the siding and window business. I left the appointment full of answers about why he wasn’t closing any business. As we walked the property the contractor answered all the homeowner’s questions and concerns without hesitation. He sounded like an authority and presented […]
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Contractor Selling Tips: Let Kids Help Improve Your Selling Skills
My daughter is six and a basket full of cheer every day. But she is also a shrewd and crafty negotiator. Between her natural-born salesman dad, and her charismatic mother, she is going to be a very effective negotiator when she grows up. In fact, she already is… Now, she and I are both only […]
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Get Better at Selling and Close More Leads
I see it all the time, piles and piles of leads that contractors large and small have paid for one way or another that never close. They don’t close because the quote was too high, they don’t close because the contractor never followed up correctly or followed up at all to move the sales process […]
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