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Construction Programs & Results Inc

We Like to See The Good Guys Win!

Profitable Sales, A Contractor's Guide

Profitable Sales, A Contractor's Guide Front Cover

"This is a powerful, practical book - loaded with great ideas to increase your sales and your profits! " - Brian Tracy

Michael Stone's 30+ years of experience in residential remodeling and specialty sales is shared in his book, "Profitable Sales, A Contractor's Guide".  Michael explains how to:

  • professionally represent your company
  • determine if a lead is worth your time
  • establish ground rules with a potential client
  • address the fears of every potential client
  • successfully ask the questions you need answered, and understand how they relate to those fears
  • navigate through design agreements, letters of intent, and other documents
  • help clients make selections
  • turn a cancellation into a positive event
  • find, train, motivate and compensate sales staff
  • and much more

Specifications

The printed book is softcover, autographed, 8-1/2" x 11", 300 pages.

The eBook is formatted for Nook and Kindle and other eReaders. The .mobi format is for Kindle readers. The .epub format is compatible with almost every other eBook reader and all Smartphones. (If you order the wrong format, just let us know.)

If you don't own an eReader or a smartphone with a reading app, eBook software is required if you plan to read this on your computer. Free software is available at calibre-ebook (our recommendation) or Adobe Digital.

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Printed Book, $39.95
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eBook, .ePub format, $29.95
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eBook, .mobi format, $29.95
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Both Printed and .epub, $49.95  (Retail $54.95)
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Both Printed and .mobi, $49.95  (Retail $54.95)
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Also available - online classes that accompany this book. Read more here.

FAQ's

Are real life issues discussed?
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 serious (what if the customer is handling firearms on a sales call?)

Review the list of "What if" scenarios here.

What about forms?
Sample forms are included, along with access to downloads allowing you to save many of these forms on your computer for easy use. If you own the book, download forms here (login and password are found on page 284, the first page of Appendix II, Forms, ).

Who is the target audience?
The information provided is valuable for both the construction-related business owner and their sales staff.

How will I get the eBook?
A download link for the eBooks will be available after placing your order. You will also receive a confirmation email with a download link.

Comments

Bob and Maryanne Ligmanowski replied on 05/16/10:

I thought I knew sales!I knew nothing,except easy sales,from people throwing money at you back when things were very busy.Now its a different story,you really need to know the sales info from this book!!!(this book, I have worn out!)We refer back to this book EVERY sales call.The design contract (That is priceless)along with the other forms, really make you feel good,because you know your not wasting your time with people. Like Michael said "if were not doing business what am I doing here" (WOW! this is so true!)

Jeff Farley replied on 05/18/10:

Another winner from Michael. He cuts through the gobbledygook and delivers straight, important information in easily understandable language. Michael knows his stuff and also knows how to teach it and write about it. In my opinion, it's a must-have reference book for any contractor.

Jon Cadorin replied on 05/20/10:

This book is a great tool in my office. I constantly review sections prior to going on sales calls. This book contains a huge compilation of objections that Michael has experienced throughout his career accompanied by his commentary on how to overcome them. Every home improvement sales person should have this book!

John Liptak - OakWood replied on 12/16/11:

It's not just the book that is great. I have purchased hundreds of different books for our construction renovation company and this one is the primary one that we use religiously as guidance in our training process and weekly sales meetings. We now have 8 sales people and they all use this book as reference and guidance. So back to the "it's not just the book that is great" part… It takes a huge amount of dedication, considerable years of experience and accumulated knowledge of the industry, years of continuous tweaking and foremost an articulate editor that can put it all together. This book is a rare repository of knowledge all in one place. I would and have recommended it to all that are committed to betterment in the construction industry.