Remodeling: Sales Management

Attitude Adjustment: Dealing With a Complainer Salesperson

Wed, 22 May 2013 10:23:33 EST

Prequalified leads cost you real money, so a salesperson who fails to close should have a good reason for doing so. If the rep's attitude is part of the cause, don't wait to address it.

‘Sales Hunter’ Tells RMLC 2013 Attendees: Sales Is Leadership

Wed, 22 May 2013 09:15:55 EST

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.

Selling: It Pays to Know Your Product

Wed, 1 May 2013 10:19:31 EST

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

Wed, 17 Apr 2013 07:54:48 EST

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.

Don't Delegate Sales Early On

Thu, 25 Apr 2013 01:29:19 EST

In a small remodeling company, invest in yourself rather than seeking to hand off this critical role to someone else.

Selling: Now You're Asking for It — and You Should Be

Tue, 5 Mar 2013 06:37:54 EST

Your sales presentation may be compelling and convincing, but it all amounts to nothing if you don't actually ask for the sale.

How a Structured Sales Process Benefits Your Clients and Your Company

Fri, 8 Feb 2013 02:35:20 EST

Richard Steven describes how using your production schedule as inspiration to create a sales schedule keeps clients and your company on track.

Finding and Training the Best New-Home Sales Agents

Fri, 25 Jan 2013 12:56:37 EST

Sales professionals share strategies for building a top-notch sales team.

A Strategy to Recover Unsold Leads, Part 1

Thu, 6 Dec 2012 02:43:50 EST

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.

Ride & Guide: Assessing Whether Under-performing Reps Should Stay or Go

Fri, 19 Oct 2012 04:46:01 EST

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.

Mate for Life: Remodeler/Client Partnerships With Staying Power

Fri, 8 Feb 2013 02:05:01 EST

Cooper DesignBuilders uses a home asset management program that ensures clients stay loyal to the company for the long term.

Business How-To: Implementing an Incentive Plan to Motivate Employees

Fri, 8 Feb 2013 01:40:37 EST

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.

Sales Success Through a Return to the Basics

Fri, 8 Feb 2013 01:40:13 EST

BRUCE CASE: Forget the fancy lingo and selling systems, and let's get back to sales basics.

Long Goodbye: Turn a Negative Remark Into a Learning Experience

Fri, 8 Feb 2013 02:15:33 EST

Building rapport during a sale can help even if clients decide to go with a different company for the project.

Sales Alchemy Revisited: Clarifying a Remodeler's Role as Construction Manager

Fri, 8 Feb 2013 10:50:30 EST

A reader asks for further clarification of Mike Davis' role as a construction manager as mentioned in the February article "Sales Alchemy."

TRACEY BAIL: Booster Shot for Your Sales

Fri, 8 Feb 2013 02:15:23 EST

A seasoned remodeler offers his five steps to increase sales based on 30 years of selling remodeling.

Pitch-Perfect: How to Run a Sales Meeting

Fri, 8 Feb 2013 02:15:09 EST

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.

Numbers Game: Remodeling Benchmarks

Fri, 8 Feb 2013 09:51:17 EST

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.

Image Adjustment: Offering Project Packages to Extend Your Reach to New Clients

Fri, 8 Feb 2013 12:54:29 EST

Kitchen and bath packages at three price points help extend this remodeling company's reputation beyond its upscale work.

Risky Business: Allow for Risks Before You Sell the Job

Fri, 8 Feb 2013 12:45:07 EST

MELANIE HODGDON AND LESLIE SHINER: How to come up with a sale price that includes the risk calculated for the job.