Sales. The very word conjures up images
of a vacuum cleaner salesman coming up
the sidewalk in wingtips. Contractors
who dislike wearing the salesman's hat
(along with the wingtips) often rely on
word-of-mouth referrals to keep the jobs
coming in. But no matter what you call it,
calling on potential customers makes you
a salesperson.
In many ways, selling is like a building
project. Successful building or remodeling
projects start with a set of plans. By
following the plans carefully, you achieve
your goal: a quality job and a satisfied
customer. Selling is no different. You
start with a sales plan, and follow it step
by step until you achieve your goal: new
business.
Qualifying the Lead
The first