Cracking the Remodeling Sales Code

Industry advisor and Remodeling Mastery Host Mark Richardson says cracking the remodeling sales code means to pivot, to change, and to adapt.

What's forcing remodelers to adapt today is the dramatic flip from clients being patient to less understanding, and the increase in prices, resulting in some pullback.

"It's kind of a double edged sword when you see price escalation still being pretty substantial, 10 to 25%, and the client on the other hand wanting to spend less," Richardson says. "It creates a dynamic that is really kind of a tricky one out there that you have to adjust. You have to change your sales strategies and approaches if you're going to be more successful."

Richardson offers 10 ways to adapt your sales code to better sell, such as focusing on the client's anxieties, adjusting your sales process, and create urgency.