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TAG: selling process

Communication Coach: Stop chasing and start closing more estimates

May 5, 2021By
(Photo: Pixsooz / iStock / Getty Images Plus / Getty Images)

It’s that time of the year when production and selling are competing for your time. There’s a sense of urgency to make the most of this peak season before it tapers off. In a recent Facebook conversation, a contractor shared her frustration with working up estimates and never hearing back from the prospective buyers. While email automation software can help,... read more

How to get customers to ask one question that leads to sales

March 1, 2012By

It’s not the product or service you are selling that matters to a prospect. It’s what ails them and what you can do about it that matters. If you are selling quality, capability, service and professionalism, you are selling exactly the same thing that everyone else is selling. When this is the case, the only clear point of differentiation for... read more