Selling 101

Journeyman T

I'd like to learn sales. What are some of the basic things that separate a good salesman from a bad one? Any good book recommendations would be helpful as well.

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dougchips

Ask for the sale.

Tell them about your goods/services, build value, give them a price and ASK FOR THE SALE.

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To get the best replacement windows, or sun rooms contact the replacement windows experts at FHI Vinyl Window Company.

marc

Doug,

How was Florida?
The temperature dropped dramatically I believe the week you were there.
Maybe I'm thinking of someone else?
I was there for the Christmas week......the coldest day was 77 and the warmest was 86

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Marc

marc

Little red book of selling is a good one
How to become a millionaire selling remodeling by Phil Rey
Anything from Joe Gerard or Zig Zigglar

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Marc

Ed the Roofer

Also, (and I am not trying to be a wize-azz), keep plunkiing away at the forum topics in sarketing and sales and read through all of the old threads, and I mean some really old ones too.

At times, some of the knowledge, advice and tactics are well worth the price of admission on this forum.

Also, look up sales articles on BNet and by Googling various ways to skin the cat. Read through some other marketing and sales forums you stumble upon.

Read some or all of the books suggested in the older threads.

The biggest thing though, has been to ask for the sale.

To be able to do that successfullt though, you need to do Trial Closes throughout you sit down presentation. (You do meet in person, don't you?)

As a matter of fact, if you Google "Trial Closes" or Asking For the Sale, you will probably wind up with a few ideas to spark your own personality.

Ed

dougchips

First few days were warm, the last day was cold, really cold. They were expecting lows in the 20's(ST Cloud area). I'm going back with the kids from the 17th-21st. My father had colon cancer removed a couple days after x-mas so we will chew up some Amex points visiting him.

I'll second Ziglar and Girard, most bookstores have them on audio tape. Phil R or one of the Mastermind group need to explain why they were pushing lifetime memberships 2 months before Mastermind fell off the face of the earth.

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To get the best replacement windows, or sun rooms contact the replacement windows experts at FHI Vinyl Window Company.

woodmagman

Everyone has a niche in life; some guys are just natural salesmen. You could ask them how they do it and they would not be able to give you a true answer. They likely learned it by watching someone else and picked up on it involuntarily. If you just learn the basics and concepts you may not be able to implement them as you may need to see how professional follows through. Knowing the learned processes of sales will greatly assist you in what ever you are hoping to become.

Chris Johnson

I'm not a salesman by any stretch of the imagination, all my work is from referrals only, so essentially the job is sold before I get there. I am told my honesty and knowledge are second to none and I don't BS people about anything, so I guess that is my ability to sell without being a straight out the door used car salesmen like some contractors I've run across.

I find nothing worse than trying to deal with someone who is either trying to baffle people with BS or convaluting the conversation to try and look good or confuse people into thinking they know what the hell their talking about.

Bottom line from me, know you job and product - 150% and that should get you the job

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Chris

CSB

I agree with this 110%. I recently started listening to both Ziglar and Girard thanks to Marc's recommendations. If you will put in the time and effort to read/listen and really take in what they are saying, it will change your life for the better, not just from a business perspective.

kevjob

I sell my knowledge and experience coupled with high quality materials not from the home stores , beilieve or not lots of people dont the evil empire.

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Kevin
Basement Finishing Highlands Ranch Colorado
Littleton Colorado, Basement Remodeling
Kitchen Remodeling Denver

arturjhawk

it's Phil Rea
thanks though

Ed the Roofer

It's Phil Rhea to be correct.

Ed

vinylguy

Rea is the correct use !

Ed the Roofer

I stand corrected.

Thank you.

So did his www.thinkmastermind.com go out of business? Any links I found in Google or Yahoo went to error pages.

If so, too bad. He had alot of good ideas and discussions.

Ed

dougchips

Phil has another business now and most of the rest of the crew has their own gigs. Rodney Webb is promoting his sales "boot camps", Tim Faller(?) is teaching classes and the Ziglar clone (in a good way) has his own company.

__________________
To get the best replacement windows, or sun rooms contact the replacement windows experts at FHI Vinyl Window Company.

john elliott

Perhaps the sales fell off and they decided to start new businesses?

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Ed the Roofer said "John too, in his crass and blunt demeanor.............."

Jeff Knutson

The great thing about selling is that it can be taught

As my mentor told me 25 years ago and his mentor told him. There are five conditions that go into every sale. No matter if you're selling remodeling, new homes or vacuum cleaners these five conditions exist.

If you learn and master those five conditions you can control your destiny.

What my mentor also told me was that if I didn't know what they were I should get help. Best investment I ever made was to get help

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Jeff Knutson

HomeGuard

zig ziggler is a good choice for books, but if you know the product or service you are offering and are genuinely passionate about it, you will sell quite a bit. oh and never bs the customer its the fastest way to no.


Think of it this way, the best salesmen in the world aren't even in the work force and never took a class-- it's the 5 year old boy who really wants a certain toy-- he genuinely wants to sell you on the idea and never quits until he gets it.

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Milk was a bad choice

vinylguy

masterminds did indeed go out of business. but after talking with phil personally this is what happened. he sold it to another group and he was to stay on as an consultant but things went south on him you know the old saying to many chiefs not enough indians! anyways phil started rsrassoc.com ive been a member now for about 6 months live webcast and you can e-mail questions to him during the cast and now you can go back and view them when you want or if your up on the times you can download them into your i-pod. for me i just have him send me a cd still so i can get my windsheild education. but anyways look it up it is still phil and he's live its great and my guys really like it they really look forward to seeing him live man i sound like a commercial wonder if phil will cut me a check for this add?

davinci

i am relieable and usually do a few extra's "on the house". ever an nickle and diming. homeowners love get stuff on the house and i continue to get recommendations.
also,never appear arrogant. as a pro,we tend to assume people should know certain things about construction but in reality most don't. always be understanding and explain things detailed and very simplictically. if everyone had construction knowledge,we'd be out of business.