What if the art of soliciting work was less about what you say but more about what you ask? Instead of always focusing on what to say next — talking to yourself rather than truly listening to the prospective client — you would be actively engaged in the process by focusing on client needs.

This and other key points for Psychology and Strategy of Sales are addressed by Shawn McCadden in a recent spot on Remodeling TV. In the short excerpt from his seminar, McCadden points out that a real understanding of sales, understanding “the psychology of this dance that’s going on,” can make a world of difference to your company.

As McCadden summarized, “The questions that you ask will be far more valuable in proving your value — the difference that you bring to the table — than the answers you give.” (more…)

You’ve already made a good impression by telephone – now’s the time to drive it home with a great first meeting. Meeting a client face to face gives you the opportunity to showcase your integrity and professionalism. Homeowners are busy looking for cues to determine how well you will work together. It all starts with communication, even before you step onto a homeowner’s front porch. So before you meet your future client and step onto their property, here is a short list of DOs and DON’Ts.

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