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Profitable Sales A Contractors Guide

Profitable Sales A Contractor's Guide

By Michael C. Stone

Michael C. Stone has crafted and created a book cumulating all the experience he has gained in construction sales for over 30 years!

Price: $99.99
Product Code/ISBN: 9780979508301
Year: 2007
Publisher: Construction Program & Result


Struggling with sales in the construction industry?  Then Profitable Sales a Contractor’s Guide is the book for you.  Michael C. Stone has crafted and created a book cumulating all the experience he has gained in construction sales for over 30 years! Michael Stone intricately lays out dozens of different scenarios that occur in the sales industry from the sales calls to what you do after the sale is made; everything is presented out in detail.  He also goes step by step on how to get out of those tricky situations like when a customer has a wrongly quoted price, or when they try to trick you into giving them a lower rate.  Michael Stone has created the ultimate guide to construction sales, and all of his experience and answers can be at your fingertips.  He says in the introduction to the book

 

"Most of these are situations I've experienced over the years, and you will experience many as well. Some are humorous, most are not. Many are simply attempts by the customer to waste your time or gain your expertise without paying for it. Remember, you are on a sales call for one reason only and that is to make a sale. You should be prepared to deal, almost instinctively, with anything that arises, and reading this chapter will help you prepare."

 

Throughout this text Michael will explain:  how to address the fears of getting potential clients, turn cancellations into something positive, address how to train and motivate your sales staff, figure out if a lead is worth your time and money, explain in detail those tricky documents you have to send out, tell you specifically how you can represent your company more professionally, and much more!  So if you are a construction business owner or a member of their sales staff, don’t delay in getting a copy of this essential book!