Profitable Sales: A Contractor's Guide

Michael's 30-plus years of experience in residential remodeling and specialty sales is shared in 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, you'll discover how to:

  • 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
  • help customers make selections
  • know when to walk away
  • address the three fears of every customer
  • successfully ask the four questions you need answered
  • navigate through design agreements, letters of intent, and other documents that prevent you from wasting time
  • lay the groundwork for a detailed contract with specific payment schedules
  • turn a cancellation into a positive event
  • find, train, motivate and compensate sales staff

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 frightening (homeowners handling firearms on a sales call).

Sample downloadable forms are available as word processing (.rtf) or spreadsheet (.csv) files for use in your business.

Michael Stone is the author of Markup & Profit; A Contractor's Guide Revisited, a top-selling business management book for the construction industry.

1012728087
Profitable Sales: A Contractor's Guide

Michael's 30-plus years of experience in residential remodeling and specialty sales is shared in 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, you'll discover how to:

  • 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
  • help customers make selections
  • know when to walk away
  • address the three fears of every customer
  • successfully ask the four questions you need answered
  • navigate through design agreements, letters of intent, and other documents that prevent you from wasting time
  • lay the groundwork for a detailed contract with specific payment schedules
  • turn a cancellation into a positive event
  • find, train, motivate and compensate sales staff

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 frightening (homeowners handling firearms on a sales call).

Sample downloadable forms are available as word processing (.rtf) or spreadsheet (.csv) files for use in your business.

Michael Stone is the author of Markup & Profit; A Contractor's Guide Revisited, a top-selling business management book for the construction industry.

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Profitable Sales: A Contractor's Guide

Profitable Sales: A Contractor's Guide

by Michael C Stone

Narrated by Michael C Stone

Unabridged — 13 hours, 4 minutes

Profitable Sales: A Contractor's Guide

Profitable Sales: A Contractor's Guide

by Michael C Stone

Narrated by Michael C Stone

Unabridged — 13 hours, 4 minutes

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Overview

Michael's 30-plus years of experience in residential remodeling and specialty sales is shared in 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, you'll discover how to:

  • 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
  • help customers make selections
  • know when to walk away
  • address the three fears of every customer
  • successfully ask the four questions you need answered
  • navigate through design agreements, letters of intent, and other documents that prevent you from wasting time
  • lay the groundwork for a detailed contract with specific payment schedules
  • turn a cancellation into a positive event
  • find, train, motivate and compensate sales staff

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 frightening (homeowners handling firearms on a sales call).

Sample downloadable forms are available as word processing (.rtf) or spreadsheet (.csv) files for use in your business.

Michael Stone is the author of Markup & Profit; A Contractor's Guide Revisited, a top-selling business management book for the construction industry.


Editorial Reviews

From the Publisher

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

- Brian Tracy - Author - The Art of Closing the Sale

"I have purchased hundreds of different books and this is the primary one we use religiously as guidance in our training process and weekly sales meetings . . . This book is a rare repository of knowledge all in one place. I recommend it to all that are committed to betterment in the construction industry."

- John Liptak, Oakwood

"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."

- Jeff Farley

"This is the 2nd book I have purchased from Michael. They are well written and super easy to understand! He has been Immensely helpful to me and my business. Please keep writing!!"

- Len Marcu

"This book is a great tool in my office. I constantly review sections prior to going on sales calls. It 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 salesperson should have this book!"

- Jon Cadorin

Product Details

BN ID: 2940174009752
Publisher: Construction Programs & Results
Publication date: 07/24/2019
Edition description: Unabridged
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