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If you are focused solely on making a pitch or are pushing for the appointment or the sale rather than conducting a process of inquiry, then consider whom you’re making the sales process about. And that would be you! A possibility that goes unfulfilled is still a possibility. An expectation that goes unfulfilled is a …
Selling is the art of creating possibility. So is coaching. If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. If you’re trying to control the outcome, then who’s agenda is it? When cold calling, …
Lets keep rooting for the good guys. The honorable remodelers. The companies that actually follow through and honor their commitments. You guys deserve much success and praise. They are, unfortunately, the underdogs in many situations. The remodeling industry is plagued with poor workmanship and horror stories from homeowners, ranking remodeling as the number 1 or …
My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back. Following our meetings, one gave me a price on the spot and two never …
