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Having a genuine love for people and being a good talker are excellent attributes to have when it comes to entering the sales profession. But that's just the start. Many folks share those attributes but fail miserably at selling.
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At Kustom Kitchen Designs, in Delavan, Wis., one salesperson returns lead calls within 24 hours, asks a few qualifying questions, and, if the fit seems good, schedules a meeting at the home in five to seven days. Red flags are subjective but might include the prospect saying he or she is getting...
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Selling is one of the least understood practices of communication. Many people are deluded or simply misunderstand the selling process, frequently assessing it as manipulation, chicanery, or worse. After years of researching sales in the remodeling industry, and after having examined hundreds of...
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Sometimes reps promise more than they should; more than the company can profitably deliver. Sometimes they give work away, just to get a contract signed.
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There's more to winning at poker than knowing the rank of hands. A great poker player pays close attention to his opponents' behavior. He wins almost regardless of the hand he's holding because he can read his opponents' “tells” — small, almost invisible idiosyncrasies that betray the players'...
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A few years ago, Robbinsville, N.J.-based Jon Vogel was selling about $1.5 million in projects and working 75 hours a week. He wanted to expand New Outlooks Construction but knew he couldn't do it with just himself as the only salesperson. From talking to other remodelers, he knew a full-time...
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What should I do if I'm in a sales slump?
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If you use the lead carpenter system, you need to share information with your lead carpenters. Unfortunately, the salesperson or owner doesn't usually give the lead enough time to review project information before actual construction begins.
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Does money trump all when gauging a salesperson's value?