Sales: Setting Ground Rules
Michael shares a few situations you’ll run into when selling construction-related services that provide the opportunity to set ground rules for the relationship.
Four Diamonds of Communication
Sales is about communicating and interacting positively with others. Those skills make life easier in any delicate conversation.
Focusing On Price
“The #1 reason I lose jobs is ‘your price is too high.’ What am I doing wrong?”
Give Them What They Need to Make a Decision
Clients are changing, and if you want to stay in the game and make something more than a living, you’ll need to change with them.
Unrealistic Price Expectations
If they called you, doesn’t that mean they need or want the work done?
Generational Differences
I’ve been reading advice in a few construction magazines on how to sell to millennials, and I don’t understand the fuss.
Ten Cardinal Sales Rules
Ten Cardinal Rules for residential construction sales.
Your Price is Too High
“Your price is too high” means you haven’t done your job as a salesperson.