Chip Doyle teaches salespeople “how to sell without sounding like a salesperson.” He speaks at dozens of events per year and is the author of Selling to Homeowners – The Sandler Way[email protected] 

persuasion can be a bad strategy for sales in remodeling

Selling vs. Persuasion

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...
July 30, 2019
a good remodeler tells clients what they need to hear

Customer Leadership

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...
July 5, 2019
share goals publicly

Filling an Empty Birdcage

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...
Feb. 15, 2019

Know Your Numbers

Many remodelers today get so busy that they start to use the “Farmers’ Almanac” method of forecasting business: They look back at what their companies sold last year and project...
Dec. 13, 2018
remodeling companies with strong sales cultures

Do You Have a Strong Sales Culture?

There are many reasons to create a positive sales culture. Employee retention, better teamwork, customer satisfaction, and of course, more profitable and predictable revenue. ...
Oct. 9, 2018
Bottlenecks in business

Preventing Bottlenecks in Sales, Design, and Production

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...
Aug. 8, 2018
Handling

Handling Allowances

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 ...
June 18, 2018
Compensation Structures In Remodeling

Compensation Structures for Salespeople

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...
May 11, 2018