The Path to Sales Agawam MA
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The Path to Sales
Source: REMODELING Magazine
Publication date: June 1, 2006
By Joe Knife
Craftspeople by nature and salespeople by necessity, many remodelers believe that their company's good work will speak for itself, convincing smart prospects to work with them. This is sometimes true, but there is often a “sales process” standing between your solutions and the prospects' needs and wishes.
Gerry Donaghue of Donaghue Construction, Nashua, N.H., says sales training seminars have helped him understand “that consumers are shoppers, and they need to be led down a path — not just a technical path but a sales path.” Also, he notes, “I've gained a better understanding of how to negotiate with people. I'm selling an intangible idea, and I need to get them to believe in me.”
Several sales gurus serve the remodeling industry. Although they primarily offer consulting services to specialty and replacement contractors, the skills they teach are important to full-service and design/build remodelers as well.