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
