An "Objections" Book
Asking the Right Questions of Your Customers
Dealing With Interruptions
Do You Care If They Call?
The Gatekeeper
Get Paid for Your Knowledge and Expertise
Helping Customers Make Selections
How Do You Handle "We Want to Do Some of the Work Ourselves?"
I Work in a Very Competitive Market
Job Description for a Salesperson
Make Your Time Count in Sales
Markup "Fewer" Jobs, Make More Money
Missing the Sale
My Customer Has Unrealistic Price Expectations
Payments: Down, Progress, Final and Additional Work Orders
Proxemics and Food
The Sales Call: Your Price is Too High!
The Three Fears of Your Customer
We Are Getting 3 Bids
We Want to Furnish Our Own Materials
What Do You Do When A Customer Wants "A Bid Today"?
What Do You Do When Your Clients Fight?
What Do You Do On A Sales Call When Another Contractor Shows Up?
What is a Good Sales to Leads Ratio?
Why Your Customers Tell You Your Price is Too High!
