Sales Closing

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Year in the Rearview

Brian McCauley looks back at the sales messages that struck a chord with remodelers More

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Existing-Home Sales Decrease 5.9% in October

Sales fell 28.4% on a year-over-year basis as high mortgage rates priced out many... More

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Can You Talk Yourself Out of a Sale?

Building rapport is important, but be careful you don't overdo it More

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Understanding the Links Between Price, Need and Perceived Value

To close the sale, you need to know how each of these influence the customer More

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Defining Your Company's Value

Salespeople need a strong definition for the word "value" to use to describe what... More

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Sales Secret: The Power of Three

Offering three price options, and directing buyers to the middle one, is an easy... More

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Do I Buy This Salesperson?

That's the first question remodeling clients ask themselves. How you present... More

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Taking Design From Loss Leader to Profit Center

How making your design team a more valuable part of your design/build company can... More

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How to Build Trust with Prospects

You have to sell yourself before you can sell anything else More

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Remodeling Fear, Uncertainty and Doubt

Your client's may appear calm, but lurking beneath is a hot mess of emotions you... More

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