Profitable Sales, A Contractor's Guide

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 the construction-related business owner and their sales staff. In this book, Michael explains how: - 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, and, and how they relate to the three fears - navigate through design agreements, letters of intent, and other documents thet 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