APRIL JLC 2000 If you've quoted many kitchen jobs, you've learned that even when your client tells you they know what they want, they probably don't. So, all the time you're working on the sale, you're silently wondering how many quotes it'll take before you clinch the job. The problem is that, during their process of information-gathering, homeowners tend to change their minds. For example, they choose a cabinet manufacturer, select a door style, and ask for a quote on the cabinets. In the belief that your client expects an absolutely accurate price at this stage, you put together an allinclusive quote and present it to the client. In my experience, several things can then happen: ??They're surprised to learn
