The new Consumer Education Committee (CEC) is trying to change that. This new committee is a joint venture involving the NTCA, CTEF, TCNA, and some industry manufacturing companies. The CEC is looking to listen to consumers concerns while also educating them about the finer points of hiring tile companies to work on their homes. They’re […]
“You’re Price is too High”
‘You need to make your deal better’ Ex-FBI negotiator Chris Voss is back to talk about price vs value and how to get past this all-too-common objection. In this video, he tells you to label the customer’s objection. Simply say: “It seems like the value is just not there for you” He contends that you […]
All or Nothing: Are those really the only two options?
“If you can meet this guy’s price I’ll give you the job. Yes or no?” It seems this builder has his mind made up and your choices are take it or leave it. But are those really your only options? Or is there another way around this ultimatum? 3 Ways to Handle Take it or […]
What Steve Jobs Learned from Nike
and the very best brands know too Steve Jobs took notice of something that Nike was doing. They sold shoes and yet they never “sold” the shoes. They never talked about the cushions, the laces, or the traction. They didn’t ‘nerd out’ on the features or design of their product. Instead, they showcased the athlete. […]
How NOT to handle “That’s more than we thought”
The Sale You’ve met with the customer, listened to what they want, figured everything up, and finally you deliver a number. Only to get the dreaded: “That’s pretty high” Now there are those that will tell you that you didn’t explain your value or you didn’t properly qualify your customer. They might even be right. […]
Is your clean-cut image losing you jobs?
Clean cut isn’t always the right choice Collared shirt: Check. Short hair: Check. Smelling like Old Spice: Check. Many contractors feel the way to winning jobs is to be clean-cut, dress up, and drive a nice vehicle. However, does showing up looking like you’re straight from the golf course mean that you will close more […]