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Selling well requires using what you know – building and design – to take charge of that sales conversation. Speaker Mark Hunter shows how leadership engenders confidence and leads to sales success.
Know everything about the product you're selling, so you can gain homeowner confidence and move forward with the sale.
How To Sell a Home Show Lead
Punctuality and professionalism will stand you in good stead if you're calling on the same show prospect that several of your competitors are also seeing.
In a small remodeling company, invest in yourself rather than seeking to hand off this critical role to someone else.
Your sales presentation may be compelling and convincing, but it all amounts to nothing if you don't actually ask for the sale.
Richard Steven describes how using your production schedule as inspiration to create a sales schedule keeps clients and your company on track.
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Sales professionals share strategies for building a top-notch sales team.
A Strategy to Recover Unsold Leads, Part 1
It takes time and money to get back in the door, and that may not be the way your company chooses to operate. But thereís more value to rehashing leads than just giving the sale another shot.
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Ride & Guide: Assessing Whether Under-performing Reps Should Stay or Go
Salespeople perform at different levels, and they tend to stay at those levels unless challenged. So when it comes to the bottom 10% of your salesforce, you need to assess whether to work with them or replace them. Ride with these reps to help you decide next steps.
Cooper DesignBuilders uses a home asset management program that ensures clients stay loyal to the company for the long term.
Motivating and rewarding employees through an incentive plan is nothing new, but take care to choose the approach that's right for your company and your staff.
BRUCE CASE: Forget the fancy lingo and selling systems, and let's get back to sales basics.
Building rapport during a sale can help even if clients decide to go with a different company for the project.
A reader asks for further clarification of Mike Davis' role as a construction manager as mentioned in the February article "Sales Alchemy."
A seasoned remodeler offers his five steps to increase sales based on 30 years of selling remodeling.
Sales meetings are a key component in your sales process, setting the tone for and influencing the success of the meetings required to close the sale.
Benchmarks offer a baseline for companies to evaluate current efforts and establish goals. See how your business compares to the benchmarks from these four remodeling companies.
Kitchen and bath packages at three price points help extend this remodeling company's reputation beyond its upscale work.
MELANIE HODGDON AND LESLIE SHINER: How to come up with a sale price that includes the risk calculated for the job.
For his business acumen, entrepreneurial spirit, and industry involvement, Pacific Northwest remodeler Tom Kelly wins this year's Fred Case Award.