Selling

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From Par House to Your House: Sales Then and Now

Home improvement companies that haven’t changed their ways may find it tough going when they try to sell to today’s homeowner Read more

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Confessions of a One-Call Closer

Old-school closing techniques easily come off as dated to today’s homeowners Read more

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Bad Weather Is Open Season for Exterior Contractors

Looking forward to your seasonal hibernation? Think again. Inclement weather could make these your most prosperous months. Read more

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When Home Improvement Sales Fail to Deliver the Promise

What your salespeople don’t know about installation could be hurting you. Here’s what you can do about it. Read more

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Highly Mobile: You Don't Need a Physical Office Anymore

How the move from one-step to multistep selling made technology a much bigger part of the sales process for Mike Damora's company Read more

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Why Bad-Mouthing Competitors Can Backfire

When you’re running down the competition, you’re running down your credibility Read more

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Trusted Adviser or Typical Salesperson?

Today’s salespeople are told to be “trusted advisers,” “consultants,” and “solution providers.” Gaining the trust of prospects can be a lot simpler than that by sticking to these basic rules. Read more

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12 Reasons Why Your Sales Results Are Plummeting

If your projected sales are off, or way off, here are the likeliest reasons. Among them: confusing compensation and poor time management. Read more

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Can You Price Yourself Out of the Market?

Home improvement contractors live in fear of having to raise prices. But marketing and selling all the extras you offer relative to competitors might just make a price hike, even a big one, fully believable to your customers. Read more

Tags: Sales
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The Secret to Reselling Past Clients

Communication is key to generating more business with previous customers. Here's how to alert those who've done business with you before to all the other products and services you have to offer. Read more

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