{"product_id":"profitable-sales-a-contractors-guide-9780979508301","title":"Profitable Sales: A Contractor's Guide","description":"\u003cp\u003eMichael Stone's 30+ years of experience in residential remodeling sales and specialty sales is shared in his book, \u003cem\u003eProfitable Sales, A Contractor's Guide\u003c\/em\u003e. Focused on the construction industry, the information provided is valuable for both the business owner and their sales staff. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eHis experience working with home and building owners has provided him with valuable insights. He spells out how to: \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003edetermine if a lead is worth your time before you set the appointment\u003c\/li\u003e\n\u003cli\u003eestablish ground rules during the initial phone call\u003c\/li\u003e\n\u003cli\u003eaddress every customer's three fears\u003c\/li\u003e\n\u003cli\u003esuccessfully ask the four questions that need to be answered\u003c\/li\u003e\n\u003cli\u003enavigate through design agreements, letters of intent, and other documents\u003c\/li\u003e\n\u003cli\u003elay the groundwork for a detailed contract\u003c\/li\u003e\n\u003cli\u003ehelp clients make selections\u003c\/li\u003e\n\u003cli\u003eturn a cancellation into a positive event\u003c\/li\u003e\n\u003cli\u003efind, train, motivate and compensate sales staff\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eA significant portion of the book is devoted to \"What if?\" scenarios. While a few scenarios are mildly humorous (arriving at a home to find homeowners inappropriately dressed) and some are more concerning (homeowners handling firearms on a sales call), a majority of the scenarios will happen to almost every salesperson in residential construction sales at least once in their career. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eWhat if they: \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eAsk you to fix something in their home during the appointment? \u003c\/li\u003e\n\u003cli\u003eAre distracted by the TV, by unruly kids, by neighbors who stop by?\u003c\/li\u003e\n\u003cli\u003eWant you to finish the job another contractor started?\u003c\/li\u003e\n\u003cli\u003eAsk you to look at another company's quotes, paperwork, or plans?\u003c\/li\u003e\n\u003cli\u003eTell you they want to furnish their own materials?\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eMichael discusses insurance calls, dealing with other professionals (attorneys, architects and designers, realtors, engineers, lenders) and issues that can arise after the contract is signed.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eIn construction, if your sales depend on being the lowest price, your business won't have the funds it needs to survive. Michael's first book \u003cem\u003eMarkup \u0026amp; Profit: A Contractor's Guide Revisited\u003c\/em\u003e helped thousands of contractors know how to properly price their jobs to cover their costs and make a reasonable profit. This book shows how to sell your value and service, not your price.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eSample forms are included, along with access to downloads allowing you to save many of these forms on your computer for easy use.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Construction Programs \u0026amp; Results Inc\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/07\/2007\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780979508301\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 332\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.70lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 11.02h x 8.50w x 0.69d","brand":"Michael C. Stone","offers":[{"title":"Default Title","offer_id":40793302466741,"sku":"9780979508301","price":42.46,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_4ed90abe-c736-4e02-979d-c170d59ce2f6.jpg?v=1629204533","url":"https:\/\/pastforward.org\/products\/profitable-sales-a-contractors-guide-9780979508301","provider":"Past Forward","version":"1.0","type":"link"}