{"product_id":"profitable-sales-a-contractors-guide-von-michael-c-stone","title":"Profitable Sales","description":"\u003cp\u003eMichael Stone's 30+ years of experience in residential remodeling sales and specialty sales is shared in his book, Profitable Sales, A Contractor's Guide. Focused on the construction industry, the information provided is valuable for both the business owner and their sales staff. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\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\u003c\/p\u003e\u003cp\u003edetermine if a lead is worth your time before you set the appointment\u003c\/p\u003e\u003cp\u003eestablish ground rules during the initial phone call\u003c\/p\u003e\u003cp\u003eaddress every customer's three fears\u003c\/p\u003e\u003cp\u003esuccessfully ask the four questions that need to be answered\u003c\/p\u003e\u003cp\u003enavigate through design agreements, letters of intent, and other documents\u003c\/p\u003e\u003cp\u003elay the groundwork for a detailed contract\u003c\/p\u003e\u003cp\u003ehelp clients make selections\u003c\/p\u003e\u003cp\u003eturn a cancellation into a positive event\u003c\/p\u003e\u003cp\u003efind, train, motivate and compensate sales staff\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\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\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWhat if they:\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eAsk you to fix something in their home during the appointment? \u003c\/p\u003e\u003cp\u003eAre distracted by the TV, by unruly kids, by neighbors who stop by?\u003c\/p\u003e\u003cp\u003eWant you to finish the job another contractor started?\u003c\/p\u003e\u003cp\u003eAsk you to look at another company's quotes, paperwork, or plans?\u003c\/p\u003e\u003cp\u003eTell you they want to furnish their own materials?\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\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\u003c\/p\u003e\u003cp\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 Markup \u0026amp; Profit: A Contractor's Guide Revisited 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\u003c\/p\u003e\u003cp\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\u003cdiv class=\"aw-variant-hidden-subtitle-div\" id=\"aw-variant-subtitle-9780979508301\"\u003e\u003ch3\u003eA Contractor's Guide\u003c\/h3\u003e\u003c\/div\u003e","brand":"Libri","offers":[{"title":"Softcover - 9780979508301","offer_id":39415804428381,"sku":"9780979508301","price":46.9,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0940\/0622\/files\/6f9cb1d4-1ac6-4aaf-be17-1c31b9242ed8.jpg?v=1751170894","url":"https:\/\/shop.autorenwelt.de\/products\/profitable-sales-a-contractors-guide-von-michael-c-stone","provider":"Autorenwelt Shop","version":"1.0","type":"link"}