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Profitable Sales

Michael's 30+ years of experience in residential remodeling and specialty sales is shared in his new book, "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, now available in printed form and as an eBook, Michael explains how to:

professionally represent your company when a new lead calls in
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
address the three fears of every customer
successfully ask the four questions you need answered, and how they relate to the three fears
navigate through design agreements, letters of intent, and other documents that prevent you from wasting time
help customers make selections
turn a cancellation into a positive event
find, train, motivate and compensate sales staff
and much more

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? See Appendix I for a list of these "What if" scenarios (also known as Opportunities) that are .

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?)

Chapters in the book are:

Chapter 1 - Attitude as Your Sales Foundation
Chapter 2 - Old Ghosts and New Concepts
Chapter 3 - The Salesperson
Chapter 4 - The All-Important Sales Lead
Chapter 5 - The Sales Call
Chapter 6 - Your Customer's Three Fears
Chapter 7 - The Four Basic Questions
Chapter 8 - Objections
Chapter 9 - Design Agreement and Letter of Intent
Chapter 10 - Callbacks and Rehashes
Chapter 11 - Estimating
Chapter 12 - Contracts
Chapter 13 - Missing the Sale and Cancellations
Chapter 14 - Employing A Salesperson
Chapter 15 - Make Every Possession Count
Chapter 16 - Sales "Opportunities" (listed in Appendix I)

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

Profitable Sales; A Contractor's Guide - $39.95

Autographed copy, 8-1/2" x 11", 300 pages

Profitable Sales; A Contractor's Guide - $29.95

eBook in both .epub and .mobi format

Profitable Sales; A Contractor's Guide - $54.95

Both an Autographed copy and the eBook versions

Also available - Michael's 6 hour class on DVD accompanying the book - $139-$164 (Read more here).

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).

Tell Us What You Think!

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John Liptak - OakWood

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.

Was this comment useful?(14/25 people think so.)

Profitable Sales

Jon Cadorin

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!

Was this comment useful?(266/525 people think so.)

Profitable Sales

Jeff Farley

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.

Was this comment useful?(294/553 people think so.)

profitable sales

Bob and Maryanne Ligmanowski

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 waisting your time with people. Like Michael said "if were not doing business what am I doing here" (WOW! this is so true!)

Was this comment useful?(218/380 people think so.)

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