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Selling vs. Estimating
This workshop addresses the difference between simply giving prices (estimating)
vs. actively selling the job. You will learn how selling can result in better
prices for the company. The focus is on differentiation—educating the customer
regarding the value offered by the company. Included is a list of Action Steps
to help you prepare and produce literature and documentation for customer
education.
The Selling vs. Estimating Workshop is
only $12.
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The Measure Call
Many contractors are
not familiar with a two-step sales process. Understanding the specific role of
each step in the process is crucial for sales success.
The first step in this
process—the Measure Call— allows the contractor to obtain information vital to
preparing appropriate specifications, addressing the customer’s concerns, and values. By understanding the customer’s needs,
desires, and values, the contractor is better able to meet those requirements.
The
Measure Call also allows the contractor to develop trust and confidence. The
greater the communication between contractor and customer, the greater the
chances that the customer will understand his options, the value offered, and believe the contractor can meet his needs.
This workshop
addresses the steps leading up to and including the Measure Call— the first
meeting with the customer. You will learn how to create a positive first
impression and differentiate their company.
Included is a list of Action Steps for
creating a positive first impression and for identifying the customer’s needs
and desires.
The Measure Call Workshop
is only $12.
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Preparing for the Sales
Presentation
A well written proposal
does more than simply document the agreement between the contractor and the
customer. It also serves to differentiate the contractor from competitors. It
can serve as an important selling tool.
The proposal should also
serve as an educational tool. When supported with the appropriate literature,
e.g., product data sheets, the proposal can continue the process that was
started prior to the Measure Call—consumer education.
As a consultant, the
salesman’s primary function is to help the customer make the best purchasing
decision. For the customer to do this, he must have all of the relevant
information. The proposal should provide that information.
This workshop addresses the
steps involved in preparing for the sales presentation. You will learn how
to write a professional proposal and assemble documentation and literature to
support their proposal. You will receive a list of Action Steps to systematize the process of
proposal writing, as well as steps for creating and organizing an Answer Book.
The Preparing for the Sales Presentation Workshop
is
only $12.
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Sales Presentations
The Sales
Presentation is the culmination of the process of educating the
customer. This is the time when all of the pieces are tied together
and the solution to the customer’s problem is presented.
Because
customers seldom buy painting jobs, they are often unsure about what
criteria to use when selecting a contractor. They may be unsure
about what options to select, or if the proper scope of work has
been proposed. The salesman should seek to present the customer will
all of the factors involved in a painting project—materials,
methods, manpower, and the monetary investment.
This workshop
addresses the steps involved in a Sales Presentation. The focus is on using the
Answer Book as a script when presenting the proposal.
Included is a list of Action Steps for
creating a process for presenting a proposal to customers.
The Sales Presentation Workshop
is only
$12.
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SPECIAL
Save 10% Order all 4 Sales Workshops for only $43.
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