A remodeling project is something many homeowners have no experience buying , so it is much harder to sell than a product or service they have successfully purchased before.
One major obstacle is that homeowners have no idea how much remodeling services should cost. "All prospects have some price expectation," says Sandler sales trainer Chip Doyle. "The key is if it is realistic or not." According to Doyle, homeowners often believe that remodeling projects like kitchens and bathrooms cost less than half of what they will actually cost.
Doyle's recommendation is to condition prospects to price by establishing the cost of the problems the remodeling project will solve and the needs it will fulfill.