Profitable Sales Book & Video Package
Michael's 6-hour class provides valuable tools for any general or specialty construction business. Topics include taking a lead over the phone, sales calls, employing a salesperson, addressing your customer's three fears, and knowing the four basic questions you must have answered to make the sale. The four basic questions are designed to stop "time-wasters", clients who aren't serious about their project and who keep you from the serious, profitable jobs that deserve your time and focus. Michael also discusses becoming the "Contractor of Choice" as a means to address the frequently heard argument about getting 3 bids. The "Contractor of Choice" educates clients on the value of hiring a responsible contractor, as opposed to bidding for the cheapest contractor. Students in the class (all of whom own a construction business or work in the industry) pose challenging, unscripted questions in an excellent Q&A segment near the end of this class. At almost 6 hours, this class on DVD is a valuable supplement to the book, "Profitable Sales, A Contractor's Guide". The Book "Profitable Sales, A Contractor's Guide" includes: address the three fears of every customer the four questions you need answered, and how they relate to the three fears navigate through design agreements, letters of intent, and other documents that prevent you from wasting time determine if a lead is worth your time before you set the appointment establish ground rules with a potential client during the initial phone call help customers make selections turn a cancellation into a positive event find, train, motivate and compensate sales staff A significant portion of the book is devoted to "What if" scenarios. What if the customer wants you to fix something in their home during the appointment? What if they are distracted by the TV, by unruly kids, by neighbors who stop by? Michael discusses insurance calls, dealing with other professionals (attorneys, architects and designers, realtors, engineers, lenders) and issues that can arise after the contract is signed. The scenarios range from mildly humorous (arriving at a home to find homeowners inappropriately dressed) to frightening (handling firearms on a sales call). Sample forms are included, along with access to downloads allowing you to save many of these forms on your computer for easy use. If you own the book, download forms here (login and password are found on page 284). SPECIAL! Receive the book "Profitable Sales, A Contractor's Guide" free when you purchase the DVD set. Buy the Video Set
$149.00 |
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