Profitable Sales: A Contractor's Guide: by Michael C. Stone (2007-05-03) (Unabridged‪)‬

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