Delivering and Servicing Sales

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Great Expectations

After the sale, service can be one of your most effective lead generators and sales tools or it can be a major problem. How you handle the job -- from the beginning to the end -- is the key. More

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Not so Sunny

Sunrooms are a big-ticket item. One sale can make your day, but a sale rescinded can just as easily ruin it. "There's nothing worse than getting the phone call that the prospect's changed his mind," says Larry Chavez, president of Four Seasons Sunrooms in Phoenix. More

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Basic Instinct

When it comes to closing, if you miss the basics, you might miss the boat. More

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Repeat Performance

Alure Home Improvements throws its Caribbean Party every three months. The party is a key element in a reward system that Alure has set up; a system in which customers receive points for any new business they send to the company and which enables them to track those points on a Web site. The system ensures a steady flow of repeat and referral business to Alure. More

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Progress Report

Using one company's Web site, customers can check on the status of their sunroom project. More

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Salesman Said

What do you do with a salesperson who, in the heat of the presentation, consistently promises goods or services that the company either can't deliver or isn't aware of because they're not written in the contract? More

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Persons of Influence

The contract is signed and the salesperson leaves, but the next day the homeownercalls to report that her son (or daughter or grandson) says the windows (orsunroom or siding) costs too much, and she wants to cancel. How do youhandle these third-party kills? More

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Close 'Em: Often the Difference Between Getting a Job and Losing One is Closing Well

Often the difference between getting a job and losing one to a competitor who offers an inferior service is simply a matter of closing well. More

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Hang 'Em

You've finished that job, with your company's lawn sign up so that everyone in the neighborhood knows who did the work. Your customer was happy with the job and is prepared to say so should anyone inquire. Now you move to follow up on that job with what we call More

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Old Friends

Dennis Schaefer, owner of Creative Wood Products, a deck and sunroom company in Fenton, Mich., wants to make sure his customers never forget him. Since he has the name of every customer that his company has done business with, he can contact them for promotions and special events. He also sends them his company's quarterly newsletter, by mail or e-mail. More

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