The sales environment has drastically changed within the past 12 months, and most intensely, the sales dynamic with customers, says industry advisor Mark Richardson.
"Homeowners now have kind of escaped from captivity and in many ways, are almost a little bit feral, therefore, it's important your sales skills are as sharp as they can be so you can counterbalance what we were experiencing in terms of the order-taker mentality," Richardson says on this episode of Remodeling Mastery.
A focus on sales success habits can make or break your company today. Richardson says many companies continue to see strong sales, despite the remodeling market pullback.
"It's not the market that's making you more or less successful, it's what you're doing with the cards you're dealt with," he says.