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.
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Four Diamonds of Communication
Sales is about communicating and interacting positively with others. Those skills make life easier in any delicate conversation.
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Focusing On Price
“The #1 reason I lose jobs is ‘your price is too high.’ What am I doing wrong?”
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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.
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Unrealistic Price Expectations
If they called you, doesn’t that mean they need or want the work done?
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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.
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Ten Cardinal Sales Rules
Ten Cardinal Rules for residential construction sales.
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Your Price is Too High
“Your price is too high” means you haven’t done your job as a salesperson.