Tag Archives: remodeling industry

Congruence in Scripting

A valid workable script enunciates phrases which create positive mindsets for the prospect/customer. The congruent script uses language which is later used by the salesperson when meeting the prospect which reinforces the message. Here is an example: The person taking … Continue reading

Responding to your Questions

We received two excellent questions into our office the other day and we wanted to tackle them as soon as possible. Q: Besides referrals, what is the #1 best ROI [return on investment] marketing source? A: Obviously referrals have a … Continue reading

Final Q&A from our March 2013 Webinar

Let's summarize the Q&A from last month's home improvement webinar by addressing a trio of vital questions: Q: How do you get people to fill out information if they resist? A: The problem of resistance frequently occurs when there is … Continue reading

More Q&A from our March 2013 Webinar

As promised, we will now continue to respond to some of the questions we received from our latest home improvement webinar on shows and events. Q: I don't agree with not having salesmen at the shows. They are the ones … Continue reading

Q&A from our March 2013 Webinar

We appreciate the marvelous turn out for our most recent home improvement webinar.  How do we know that it was a successful webinar? Here are some statistics: Upwards of 800 companies registered Within the first 30 minutes, only 9 companies … Continue reading

Continued Q&A from our January 2013 Webinar

In response to the many questions we had on canvassing from our recent home improvement webinar, we have called on our resident expert on that topic, David Alan Yoho, who is the featured presenter in the vastly popular recorded series … Continue reading

More Q&A from our January 2013 Webinar

As promised, we will continue to answer questions from our most recent home improvement webinar: Q: When raising prices, how do you create acceptance from your sales staff versus the complaining and whining that frequently occurs?  They believe are prices … Continue reading

Q&A from our January 2013 Webinar

We recently held our first home improvement webinar of 2013 which attracted hundreds of participants and yielded a bevy of excellent questions. As is our practice, we address many of the questions that we did not have the time to … Continue reading

Thinking Outside the Box: The Role of Today's Sales Manager

One of the most vital positions within the home improvement company is also ironically titled, because the role of the Sales Manager should be to manage people (not sales). An effective Sales Manager should conduct interviews, evaluate personnel, hire and … Continue reading

How the EPOD Theory Will Lead to Presentation Success

Review the following treatise, and think about how it can be applied to the science of in home selling... What makes a speech or a presentation powerful, memorable and exciting? Certainly preparation plays a major role, as does setting and … Continue reading