Profitable Sales: A Contractor's Guide

Construction Programs & Results

Narrated by Michael C Stone

13 hr 4 min
1

Michael’s 30-plus years of experience in residential remodeling and specialty sales is shared in Profitable Sales, A Contractor’s Guide. The information provided is valuable for both the construction-related business owner and their sales staff.

In this book, you’ll discover how to:

  • determine if a lead is worth your time before you set the appointment
  • establish ground rules with a potential client during the initial phone call
  • help customers make selections
  • know when to walk away
  • address the three fears of every customer
  • successfully ask the four questions you need answered
  • navigate through design agreements, letters of intent, and other documents that prevent you from wasting time
  • lay the groundwork for a detailed contract with specific payment schedules
  • turn a cancellation into a positive event
  • find, train, motivate and compensate sales staff

A significant portion of the book is devoted to “What if?” scenarios. What if the customer wants you to fix something in their home during the appointment? What if they are distracted by the TV, by unruly kids, by neighbors who stop by? Michael discusses insurance calls, dealing with other professionals (attorneys, architects and designers, realtors, engineers, lenders) and issues that can arise after the contract is signed. The scenarios range from mildly humorous (arriving at a home to find homeowners inappropriately dressed) to frightening (homeowners handling firearms on a sales call).

Sample downloadable forms are available as word processing (.rtf) or spreadsheet (.csv) files for use in your business.

Michael Stone is the author of Markup & Profit; A Contractor’s Guide Revisited, a top-selling business management book for the construction industry.

Read more
Collapse
5.0
1 total
5
4
3
2
1
Loading…

Additional Information

Publisher
Construction Programs & Results
Read more
Collapse
Seller
Google LLC
Read more
Collapse
Published on
Jul 24, 2019
Read more
Collapse
Duration
13h 4m 53s
Read more
Collapse
ISBN
9780979508325
Read more
Collapse
Read more
Collapse
Language
English
Read more
Collapse
Genres
Business & Economics / Sales & Selling / Management
Technology & Engineering / Construction / Contracting
Read more
Collapse
Export option
Read more
Collapse
Eligible for Family Library

Listening information

Smartphones and Tablets

Install the Google Play Books app for Android and iPad/iPhone. It syncs automatically with your account and allows you to listen online or offline wherever you are.

Laptops and Computers

You can listen to audiobooks purchased on Google Play using your computer's web browser.
©2022 GoogleSite Terms of ServicePrivacyDevelopersAbout Google Play|Location: United StatesLanguage: English
By purchasing this item, you are transacting with Google Payments and agreeing to the Google Payments Terms of Service and Privacy Notice.