Remodelers are good at systems.
Every day, they deal with estimating
systems, scheduling systems, and
production systems. These procedures
are essential to running a business
efficiently, and they help
remodelers predict what will happen
on the job.
Unfortunately, many remodelers
resist creating a system for sales. But
just as a practiced procedure helps to
estimate, schedule, and produce a
job properly, a selling system can
help make the most of the time and
effort spent trying to get the job in
the first place.
What Is a Selling System?
I'm not talking about a canned
pitch or a series of tricky, manipulative
techniques designed to dupe the
prospect. Rather, a professional
selling system is a procedure that
you follow from the time