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Profitable Sales: A Contractor's Guide

by Michael C. Stone (2007-05-03)

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Profitable Sales: A Contractor's Guide

Written by: Michael C. Stone
Narrated by: Michael C Stone
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About this listen

Michael's 30+ years of experience in residential remodeling and specialty sales is shared in his new audiobook, Profitable Sales: A Contractor's Guide. The information provided is valuable for the construction-related business owner and their sales staff.

In this audiobook, 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
©2007 Michael C Stone (P)2019 Michael C Stone Management & Leadership Small Business & Entrepreneurship Construction Management

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Profile Image for Chris

Every Contactor and sales man should have to listen to this by law!

I listened to this book in September, my usual slower season in construction moves in around October November. I'm happy to say my sales have spiked in my slow season after reading this, I've made more money in my slow season than I have all year all thanks to this book. Huge fan of recommend it to all in need of a huge paycheck.

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Profile Image for Brian McKellar

Game Changer

I am an owner of a small general contracting business and this book has completely changed how I look at the industry. It has shown me how arrogant I have been at times and how little I really know in some situations such as sales calls. I am excited to implement what I have learned and try to be more professional in my sales with clients. I highly recommend anyone read this as this is not only great for contractors but would also be useful in other disciplines.

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