http://www.remodeling.hw.net/sales-and-marketing/sales/sales-systems-and-training/sales-system-and-training.aspx?view=rss&id=Query_tcm1765128http://www.remodeling.hw.net/sales/from-sales-to-sales-management.aspx?rssLink=From+Sales+to+Sales+ManagementYou may be a veteran when it comes to selling, but moving from remodeling sales to being a sales manager entails taking on a new set of responsibilities.http://www.remodeling.hw.net/remodeling/a-new-bathroom-concept-ready-for-prime-time.aspx?rssLink=Plaskoff+and+One+Week+BathMatt Plaskoff has invested 10 years and $4 million into One Week Bath, and after nearly 1,000 fast-turnaround bathroom remodels in Los Angeles since 2004, he’s ready to roll it out across the country. http://www.remodeling.hw.net/sales/tighten-up-the-money-talk.aspx?rssLink=Tighten+Up+the+Money+TalkSandler Sales trainer Chip Doyle explains how to preempt budget objections long before presenting a project proposal.http://www.remodeling.hw.net/sales-systems/lead-with-need.aspx?rssLink=Lead+With+NeedDuring the 2009 Remodeling Leadership Conference, speaker Bryan Flanagan used humor to help remodelers understand the importance of building a sales process.http://www.remodeling.hw.net/kitchen/armed-with-information.aspx?rssLink=Armed+With+InformationFor one remodeler, arming homeowners with information and material costs helps them to better understand their remodeling investment.http://www.remodeling.hw.net/owner-issues/small-adjustment.aspx?rssLink=Small+AdjustmentObservations made in the hospital emergency room have relevance to how you run your business in the current slow economy.http://www.remodeling.hw.net/remodeling/the-tough-questions-q12-rebuilding-your-business.aspx?rssLink=Tough+Questions%3a+Q12+-+Rebuilding+Your+BusinessTen remodelers answer 12 questions about yesterday's building boom, today's business challenges, and tomorrow's commitments toward rebuilding their companies. The final question: If you could rebuild your remodeling company from the ground up, what would it look like?http://www.remodeling.hw.net/sales-systems/sales-school-alternative-payment-methods.aspx?rssLink=Sales+School%3a+Alternative+Payment+MethodsIn the tight credit market, some homeowners are proposing alternative means of paying for remodeling projects, such as a monthly annuity for a relatively small aging-in-place job. How do remodeling salespeople evaluate these possibilities and not get burned?http://www.remodeling.hw.net/sales/start-right.aspx?rssLink=Start+RightLaying a solid foundation for a working relationship during the first sales meeting.http://www.remodeling.hw.net/sales/sales-school-101-sales-cycle.aspx?rssLink=Sales+School+101Sandler Systems CEO, Dave Mattson, explains the psychology behind, and antidotes to, slower remodeling buying decisions.http://www.remodeling.hw.net/marketing/that-friend-of-a-friend.aspx?rssLink=That+Friend+of+a+FriendMore remodelers are developing referral programs for the first time, including successful rewards programs that are affordable to operate.http://www.remodeling.hw.net/sales/selling-urgency.aspx?rssLink=Selling+UrgencyWhen the economy is shaky, customers are more reluctant to commit to remodeling projects. Mark Richardson discusses sales strategies to overcome this reluctance.http://www.remodeling.hw.net/replacement-projects/no-sale-tonight.aspx?rssLink=Sales+School+101%3a+No+Sale+TonightOlder prospects, in particular, often say: “I’m not signing anything tonight.” I then review the value of what I’m selling and the added features, and I try to close again, but the response is the same. Any suggestions? http://www.remodeling.hw.net/training/training-for-need.aspx?rssLink=Training+for+NeedWhat began as a way to improve communication between employees at Mitchell Construction evolved into sales training to improve communication with clients.http://www.remodeling.hw.net/remodeling/dont-take-our-word-for-it.aspx?rssLink=Don't+Take+Our+Word+For+It%e2%80%a6When Pat Pagano, co-owner of American Remodeling Systems, in Urbandale, Iowa, was planning his company's Web site, he was looking for a way to differentiate it from those of other area remodelers.http://www.remodeling.hw.net/business/collision-course.aspx?rssLink=Collision+CourseFrom the mildly frustrating to the emotionally crippling, potentially high-stakes scenarios play themselves out every day in the remodeling world. Some begin benignly or seem tolerable, and many remodelers would rather suffer through them instead of openly confronting them. Other scenarios are clearly huge, a threat to an important relationship or your company's future.http://www.remodeling.hw.net/benchmarks/sales-process-metrics.aspx?rssLink=Sales+Process+MetricsSales are the fuel of your company. Benchmarking your sales process can help you fine-tune your fuel efficiency. Sales process metrics are especially helpful for full-service remodeling companies because they have a unique sales process.http://www.remodeling.hw.net/remodeling/fine-food-for-thought.aspx?rssLink=Fine+Food+for+ThoughtValuable lessons for remodelers from another kind of entrepreneur.http://www.remodeling.hw.net/remodeling/words-to-work-by.aspx?rssLink=Words+to+Work+ByAfter 25 years of trial and error, guest columnist Tracey Bail ranks the top 10 things he's learned in the remodeling business as follows:http://www.remodeling.hw.net/business/get-on-track.aspx?rssLink=Get+on+TrackRemodelers often say that they "hire to retire" and "promote from within." Employees already in the fold know the company's systems, and require less training in the new position than someone from outside would. That means a smoother transition when a position does open up, saving time, money, and aggravation.