Incentives and discounts might bring about a temporary boost in business, but you'll regret them later, says Jack Hauber, a longtime sales trainer with the Sandler Sales Institute. More
You thought you had several strong prospects lined up for work. Time has passed, and you're waiting to hear back from them. Where do you stand? More
You've pre-screened the prospects on the phone, set up an initial appointment, and even done a bit of Internet research using tools such as Google and real estate portal Zillow to learn about the client and their home. Now -- in the few minutes before you visit their home for the first time -- renew your commitment to the job. More
You want the job, but not at the risk of compromising your profit margins. How do you "educate" prospects and clients that you just won't do certain things, no matter how they ask? More
Most remodelers suffer from call reluctance, according to Jack Hauber, a sales coach with the Sandler Sales Institute (www.dc.sandler.com). More
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 several bids. More
From financial files to project warranties, a look at procedures that facilitate best remodeling practices. More
It's a no-brainer that people want to hire people who they like and trust. And because much of remodelers' work comes from referrals and reputation, the most successful upscale companies not only do top-quality work but also build strong, enduring relationships with past and prospective clients. More
Truth, dreams, and trust go a long way in the minds of upscale remodeling clients. They also lend themselves to significant projects for remodelers who understand that the upsell ó in fast-food parlance, “Would you like to supersize your order?” ó isn't really about selling at all. It's about listening. More
Some clients are motivated by their dreams, and others are constricted by their budget. More
