Chip Doyle

I spend a lot of time asking my students to stop trying to persuade their prospects to buy from them. At first, they think I’m joking. They don’t understand the difference...

Maybe I’m just getting older, but I see more young people in critical sales roles today. They’re responsible for shepherding a homeowner through the design process, closing new...

Have you ever purchased a new pair of shoes and afterwards noticed that a lot of other people are wearing the exact same ones? Reticular activation is a phenomenon that occurs...

There are many reasons to create a positive sales culture. Employee retention, better teamwork, customer satisfaction, and of course, more profitable and predictable revenue. ...

Many remodelers are actually managing three independent “businesses” or processes simultaneously: sales, design, and constructionIf one of these runs slower than the rest, a bottleneck...

In a perfect remodeling project, everything would be pre-specified precisely and no preexisting conditions would rear their ugly heads. Good luck with that!  Because the ...

Many years ago, I tried to survey contractors on how they paid their salespeople. After months of trying, I gave up. Not only was there no similarity in any of the compensation...