Sales of Home Improvement Products Northampton MA

Source: REPLACEMENT CONTRACTOR Magazine
Publication date: July 1, 2005

By Jay Holtzman

Selling home improvement products and projects is an art, to some. Others might define it as a highly nuanced set of skills. The aim, of course, is to win the confidence of homeowners and close the sale. And like everything else today, home improvement selling is going high tech.

Increasingly, replacement contractors are arming their sales teams with laptop computers and packaged, electronic presentations to help tell a compelling story and make the sale. For some, the benefits have been substantial. Others have found that all they get for their considerable investment is disgruntled salespeople.

Computer-based sales presentations were originally on CD. Today, they're increasingly on DVD, because of that medium's capacity and capability to deliver “TV-quality” video. An electronic sales presentation offers a variety of sales benefits. For instance, it can help establish a company's credibility; it can diversify and bring excitement to the sales presentation. Laptop presentations even add a note of third-party objectivity via the on-screen spokesman or recorded testimonial. But home improvement companies that use electronic sales presentations say the biggest attraction is the ability of owners and sales managers to structure the presentation to match the company's selling system. Using electronics helps keep salespeople “on message.”

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