Sales Negotiation

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Selling Against Your Competition Without Selling Your Soul

“Don’t try to make yourself look better by making somebody else look bad.” More

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A Winning Sales Narrative

When you sell a remodeling job, you need to tell a story. But it's not just about... More

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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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Managing the Big Three

In sales there are only three big objections to overcome, and for each one there... More

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Beware of Tie-Down Questions

Trying to overcome price objections with this sales technique can easily backfire. More

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10 Ways to Get Paid Faster ... and in Full

If you're in the remodeling business to make money, and not just earn a wage,... 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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Cultivating the Most Important 15% of Your Business

Without selling, there is no need for accounting, installing, supervision,... More

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