Sales
Sales
Business
About Face
Why one home improvement leader switched his company’s approach from traditional media to face-to-face marketing
Remodeling Mastery
10 Ways To Counsel Your Clients
Mark Richardson says remodelers need to be more than just remodelers to their clients
Business
3 Areas Successful Remodelers Focus On
Industry advisor Mark Richardson shares what separates the losing from the winning in today’s market
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Oh, Those Fuller Brush Days
Hey Mr. Sales Rep, what do you have in the trunk of your car? Let’s hope it’s nothing more than a spare tire.
How to Explain Other Contractors to Your Clients
The question of other contractors, and particularly competitors, may come up during a sales call. Don’t let the subject be a button-pusher.
How to Overcome the ‘That’s Too Much’ Sales Objection
It’s the most common—and for some sales reps, the most difficult—objection to closing business in home improvement, or any industry. Here’s how to respond.
In Remodeling Sales, Desire Trumps Price
Desire—a strong want fueled by emotions—controls what we buy, from whom, and how much we’ll spend. Boost your sales by tapping homeowner desire
How Much? Price Conditioning in Remodeling
When today’s customer finally contacts your company, it’s not a sale, it’s a buying facilitation.
Show Time for Remodelers
Every person at a home show is a potential customer. Will you get the lead or will your competitor?
Sales: One-Leg ‘Policy’ Risks Offense
When it comes to One Spouse appointments, does your company have a policy, a strategy, or a philosophy?
Game On: Let the Selling Begin
Sales trainer Chip Doyle weighs in on how remodeling projects are sold today and defines the key parts of the process