Sales — Home Improvement
Photo: Flickr user Steven Damron (CC by 2.0)
Even contractors who dislike them concede that success is all in the effort
Homeowners sometimes get blindsided when it turns out the GC they hired hasn't paid his subs or materials suppliers. The lien waiver in your contract protects homeowners against this.
When is a roof inspection legitimate, and when is it just the precursor to an estimate?
The term “warranty” may be used quite a bit in a roofing sale, but do homeowners actually understand what’s meant by it?
Photo: Flickr user MikeDixson (CC by-SA 2.0)
If prospects allow interruptions to disrupt the sales presentation, it may be that they’re not taking you seriously. Time to be proactive.
While a few home improvement companies look to find a way to bypass the in-home sales appointment, one—Zen Windows—already has
The question of other contractors, and particularly competitors, may come up during a sales call. Don’t let the subject be a button-pusher.
It’s the most common—and for some sales reps, the most difficult—objection to closing business in home improvement, or any industry. Here’s how to respond.
When it comes to One Spouse appointments, does your company have a policy, a strategy, or a philosophy?
Remodelers need to get to know the attitudes and ideas of a new generation of homeowners
Sales trainer Chip Doyle weighs in on how remodeling projects are sold today and defines the key parts of the process
Recession, demographic shifts, and unlimited data have done a makeover on your customer. You need a new playbook to stay in the game
Holidays present some unique opportunities for marketing, managing, selling, or just giving back
Many home improvement contractors don’t like dealing with credit cards. But the reality is: those contractors are bucking a major trend in the way people pay
When it comes to sales success, company owners and salespeople often define it in different ways, making "close rate" a slippery metric
These digital tools can help make the sale and get the project started sooner
Is the fact that homeowners tend to trust female salespeople more than male reps opening the door for more women in roofing, siding, and window sales?
Millennial homeowners are relatively few and far between for the moment. But they want to be sold on their terms
The best way to manage unpaid invoices is not to incur them to begin with. But that's far easier said than done.
Companies that have rolled the dice on installers seeking sales positions find it can pay-off big time, if managers know what to do