{"product_id":"book-dw8s","title":"Profitable Sales","description":"\u003cp\u003eMichael's 30-plus years of experience in residential remodeling and specialty sales is shared in \u003cem\u003eProfitable Sales, A Contractor's Guide\u003c\/em\u003e. The information provided is valuable for both the construction-related business owner and their sales staff.\u003c\/p\u003e\u003cp\u003eIn this book, you'll discover how to:\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 with a potential client during the initial phone call\u003c\/li\u003e\n\u003cli\u003ehelp customers make selections\u003c\/li\u003e\n\u003cli\u003eknow when to walk away\u003c\/li\u003e\n\u003cli\u003eaddress the three fears of every customer\u003c\/li\u003e\n\u003cli\u003esuccessfully ask the four questions you need answered\u003c\/li\u003e\n\u003cli\u003enavigate through design agreements, letters of intent, and other documents that prevent you from wasting time\u003c\/li\u003e\n\u003cli\u003elay the groundwork for a detailed contract with specific payment schedules\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\u003eA 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).\u003c\/p\u003e\u003cp\u003eSample downloadable forms are available as word processing (.rtf) or spreadsheet (.csv) files for use in your business.\u003c\/p\u003e\u003cp\u003eMichael Stone is the author of \u003cem\u003eMarkup \u0026amp; Profit; A Contractor's Guide Revisited\u003c\/em\u003e, a top-selling business management book for the construction industry.\u003c\/p\u003e","brand":"INAudio","offers":[{"title":"Audiobook","offer_id":49437345087792,"sku":"BDdw8s","price":27.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0879\/2784\/9264\/files\/dw8s-Square-cover.jpg?v=1773241932","url":"https:\/\/downpour.com\/products\/book-dw8s","provider":"Downpour","version":"1.0","type":"link"}