Michael's 6-hour Profitable Sales class provides valuable tools for any
general or specialty construction-related business. Topics include taking a
lead over the phone, sales calls, employing a salesperson, addressing your
customer's three fears, and knowing the four basic questions you must have
answered to make the sale.
The four basic questions are designed to stop "time-wasters", clients who
aren't serious about their project and who keep you from the serious,
profitable jobs that deserve your time and focus.
Michael also discusses becoming the "Contractor of Choice" as a means to
address the frequently heard argument about getting 3 bids. The "Contractor of
Choice" educates clients on the value of hiring a responsible contractor, as
opposed to bidding for the cheapest contractor.
Students in the class (all of whom own a construction business or work in
the industry) pose challenging, unscripted questions in an excellent Q&A
segment near the end of this class. At almost 6 hours, this class on DVD is a
valuable supplement to the book, "Profitable Sales, A
Contractor's Guide".
