{"product_id":"profitable-sales-a-contractors-guide-9780979508301","title":"Profitable Sales: A Contractor's Guide","description":"\u003cp\u003eMichael Stone's 30+ years of experience in residential remodeling sales and specialty sales is shared in his book, \u003cem\u003eProfitable Sales, A Contractor's Guide\u003c\/em\u003e. Focused on the construction industry, the information provided is valuable for both the business owner and their sales staff. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eHis experience working with home and building owners has provided him with valuable insights. He spells out how to: \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003edetermine if a lead is worth your time before you set the appointment\u003c\/li\u003e\n\u003cli\u003eestablish ground rules during the initial phone call\u003c\/li\u003e\n\u003cli\u003eaddress every customer's three fears\u003c\/li\u003e\n\u003cli\u003esuccessfully ask the four questions that need to be answered\u003c\/li\u003e\n\u003cli\u003enavigate through design agreements, letters of intent, and other documents\u003c\/li\u003e\n\u003cli\u003elay the groundwork for a detailed contract\u003c\/li\u003e\n\u003cli\u003ehelp clients make selections\u003c\/li\u003e\n\u003cli\u003eturn a cancellation into a positive event\u003c\/li\u003e\n\u003cli\u003efind, train, motivate and compensate sales staff\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eA significant portion of the book is devoted to \"What if?\" scenarios. While a few scenarios are mildly humorous (arriving at a home to find homeowners inappropriately dressed) and some are more concerning (homeowners handling firearms on a sales call), a majority of the scenarios will happen to almost every salesperson in residential construction sales at least once in their career. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eWhat if they: \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eAsk you to fix something in their home during the appointment? \u003c\/li\u003e\n\u003cli\u003eAre distracted by the TV, by unruly kids, by neighbors who stop by?\u003c\/li\u003e\n\u003cli\u003eWant you to finish the job another contractor started?\u003c\/li\u003e\n\u003cli\u003eAsk you to look at another company's quotes, paperwork, or plans?\u003c\/li\u003e\n\u003cli\u003eTell you they want to furnish their own materials?\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eMichael discusses insurance calls, dealing with other professionals (attorneys, architects and designers, realtors, engineers, lenders) and issues that can arise after the contract is signed.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eIn construction, if your sales depend on being the lowest price, your business won't have the funds it needs to survive. Michael's first book \u003cem\u003eMarkup \u0026amp; Profit: A Contractor's Guide Revisited\u003c\/em\u003e helped thousands of contractors know how to properly price their jobs to cover their costs and make a reasonable profit. This book shows how to sell your value and service, not your price.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eSample forms are included, along with access to downloads allowing you to save many of these forms on your computer for easy use.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003eStone, Michael C.:\u003c\/i\u003e\u003c\/b\u003e - Michael Stone, author of Markup \u0026amp; Profit: A Contractor's Guide Revisited and the online class Profitable Estimating has more than five decades of experience in the building and remodeling industry. Michael offers business management and sales training assistance to construction-related companies with books and training programs available on his website. He can be found on the web at www.markupandprofit.com or by email at info@markupandprofit.com.","brand":"Construction Programs \u0026 Results Inc","offers":[{"title":"Default Title","offer_id":50520623186194,"sku":"9780979508301","price":35.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_64d2132c-00bf-4eea-9371-28b88432f521.jpg?v=1731087535","url":"https:\/\/surprise-castle.myshopify.com\/products\/profitable-sales-a-contractors-guide-9780979508301","provider":"Surprise Castle","version":"1.0","type":"link"}