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The Path to Sales Northampton MA

Several sales gurus in Northampton 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.

Greg Nanigian & Assocaites, Inc.
781-848-0993
400 Washington Street
Braintree, MA
Chasm Innovations
339-225-0473
1 Broadway
Cambridge, MA
Planning Concepts
(978) 597-1766
Townsend, MA
Bennett George F Ofc
(617) 482-3920
Financial Ctr
Boston, MA
Clark Planning Inc
(617) 965-0490
36 Garden Rd
Newton, MA
Sandler Training
19782329040
100 Cummings Center
Lynn, MA
Business Marketing Innovators Bmi
(978) 388-8652
Amesbury, MA
Curran Management Services Inc
(781) 829-9690
300 Oak St
Pembroke, MA
Strategy Analytics
(617) 614-0700
199 Wells Ave Ste 108
Newton, MA
Rhythmix
(978) 720-2000
800 Cummings Ctr
Beverly, 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.

  • “You cannot know what you do not know,” says Dave Yoho of Dave Yoho Associates (703.591.2490; www.daveyoho.com). “How do you fit their needs?” he asks. “How do you build rapport? There's a pattern to these things.” Yoho's training focuses on effective wording, the psychology of the sale, and even the science of positioning and body language.
  • Click here to read full article from Replacement Contractor

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