SUCCESSFUL REMODELING SALES
SUCCESSFULREMODELING SALESSTEP - BY - STEPFEBRUARY5, 201 10:00 – 11:00 AMBILL SHAW // NAHBR, HOUSTON, TX
LEARNING OUTCOMES Learn the methodology behind the salesprocess for remodeling jobs from start to close Customize the sales process and understandthe approach for a customer’s background,preferences, personality, and psd Select the right clients by learning how to subtlyidentify their budget and their core needs Develop a sales plan that consistently asks forreferrals, testimonials, and additional business
DIVERSITY OFREMODELING BUSINESSES
A BASKET OF TYPESRepair and maintenanceExterior contractorInsurance restorationFull service remodelerKitchen and bath specialistDesign-build-remodeler
IMPORTANCE OF SALESTO A REMODELERProductionSalesMarketing & Advertising
WHO SELLS?BUSINESS OWNERS (85%)SALES PERSON (10%)SALES TEAM (5%)
ARE WE QUALIFIED TO SELL?(DO YOU HAVE A DEGREE IN SELLING?)LEARN FROM:Experience learned from calls,friends,Networking, and other remodelersEducational programs (little pieces)NAHBNARITrade showsSeminars-WorkshopsFormal trainingSandler SalesDale CarnegieFranklin Covey
INHERENT PROBLEMS No defined sales system and processes Not understanding who the lead is and their fit Maintaining control of the lead and the sales process Does the lead trust the salesperson and respect hisexpertise? What is their budget and scope of work and are the tworealistic and aligned? What questions should I be asking? Who are my competitors? Is the lead price shopping and looking for freeinformation? Does the lead have their own drawings orsketches and they just want a quote?
KEY INGREDIENTSFOR SUCCESS
Sales System and ProcessesSales Training
METHODOLOGY BEHIND THESALES PROCESSThe sales system based on a “warm” leadLead intakeLead preparation & background discoveryLead phone interview and qualificationQualified lead pre-meeting materialsQualified lead initial appointmentQualified lead follow upQualified lead decision (sale/lost lead)Lost lead follow up program
LEAD INTAKEWho will answer the call?Accountability tracking toolPreparation for the phone interviewProfessionalismPerson taking the lead initialinformation may or may notcomplete discovery and/or set upthe initial phone call
LEAD INTAKE TRACKING FORMLEAD INTAKEDATE:NAME:ADDRESS:PHONE NO.REFERRAL NAME:REFERRAL SOURCES:Referral Thank you SentSales Person Notified
LEAD PREPARATION &BACKGROUND DISCOVERYWhat can I discover about the lead?Appraisal district informationGoogle maps (picture of home & neighborhood)Fema flood mapsSocial mediaEducationWork-businessProfessional designations-awardsFriendsProblems/issues about their homePictures of the lead and family
LEAD INITIAL PHONE CALLSet an appointment for thecallDiscuss date-time-durationagenda
LEAD INITIAL PHONE CALLThe initial call Define call duration again Fill out sales lead sheet or qualification form Get permission to ask questions and explainthe purpose of the questions Natural conversation and interject keyquestions Define scope of work and investment range
LEAD INITIAL PHONE CALLCall is a format for building:TrustProfessionalismCommunication skills
SALES LEAD INFORMATION
QUALIFIEDOR NOT?Qualified for next steps based on company parameters?DistanceScopeBudgetScheduleIs the lead a good fit?PersonalityIncomeTheir requirementsAbility to meetQUALIFIED!!! NEXT STEP
SETTING THE INITIAL APPOINTMENT Your position in the interview process (first-last) When you are available (you have a personal andbusiness life) Set the following:Date-time-location-duration Your agenda and their agenda Environment of the meeting Pre meeting documents or homework
PROMOTIONAL MATERIALSWhat to send before the meetingInterview questions“Need-want-wish” listSales processReference listSocial media presenceAt the meetingPresentation bookIpad with picturesBrochureGiftWhat to follow up with after the meetingPersonal thank you note emailFulfill any client requests
LEAD INITIAL APPOINTMENTKEYS TO SUCCESSBe on timeAppearance (Equal Stature)Review your lead informationQualifying questions and potential answersControl the interview politelyTalk only as needed (10 – 20%)Stick to system and planBuild trust and rapportUnderstand body language, tonality & mirroringLanguage matters
THE PLAN FOR THE MEETINGKEY ELEMENTS OF A SUCCESSFUL MEETINGSet a contract right away– Define a successful meeting– Their questions– Your questions– Budget discussion– Next stepsPersonal reasons for the projectContractor selection
THE PLAN FOR THE MEETINGKEY ELEMENTS OF A SUCCESSFUL MEETINGBudget– Use “investment range”– Use a third party storyPrice Issues– Understand the reasons for multiple bidsPost SellCome away with something– Sale– Next step– Decision making timeline– Additional Information needed to make a decision
NEED TO KNOWTrue scope of work by priority (needs vs. wants)?Moving to another home or building newReal reasons to remodel (personal issue vs. “thinkingabout”)Interest in your firmWho else are they interviewing and why?Decision makers?Budget reasonable and if not are they willing to revisescope?“Deal breakers”?Next steps?
BEWARE
Treated as a commodity-no differentiationAre they truthful and not holding back/divulgingkey informationControl issuesSlow to communicate , questions notanswered or communications notacknowledgedLittle importance to your requestsBody language and tonality show a disinterestor a lack of courtesy
NEXT STEPS & FOLLOW UPThank youProvide additional informationAnswer inquiries quicklyLead commitment deadline is pastsend a “close the file email”No commitment or communicationmove on
REFFERALS, TESTIMONIALS, &ADDITIONAL BUSINESSThe right to ask throughStrong relationships and trustEffective communicationHappy customerStaying in touch with past clients:NewslettersEmailMaintenance-repair check upsWarranty workPromotionsNew lead visitsOpen house for community and professional events
WHAT TO ASK FOR:Testimonials for social media and marketing materialsReferrals through promotions, branding, marketing, andjust asking at any opportunity (good pitch line)Additional business through effective “touch”campaignsScheduled call “check in”Direct mailHome maintenance & inspection division
SALES PERSON’S ARSENALMarketing & promotional materialsInput sheets and checklistsClient Interview QuestionsQuestions to ask a clientPrimary sensory help guide for visual-auditory-kinestheticcommunication
CLIENT BEHAVORIALDIFFERENCES (DISC)What do the letters mean?
FINAL NOTE:Continue to market toyour lost leadsHave a system in place
BILL SHAWWM. SHAW & ASSOCIATES713-666-19314206 LAW STHOUSTON, TEXAS 77005
Develop a sales plan that consistently asks for referrals, testimonials, and additional business . . Dale Carnegie . Franklin Covey . LEARN FROM: INHERENT PROBLEMS . Sales System and Processes . Sales Training . METHODOLOGY. BEHIND THE SALES PROCESS . The sales system based on a
ventricular remodeling, aiming to provide direct evidence of MMP-9-induced ventricular remodeling. These findings provide a basis for further exploration of the mechanism underlying ventricular remodeling and the search for new drug therapeutic targets. 2. Materials and Methods 2.1. Experimental Animals and Grouping. In total, 48 Spe-
Property Repair and Remodeling. PERSONAL PROPERTY MAINTENANCE, REMODELING OR REPAIR SERVICES. S. ervices such as shoe shining or repair, appliance . repair, furniture refurbishing or upholstering, jewelry repair or cleaning and dog grooming. See Comptroller Rule 3.292, Repair, Remodeling, Ma
Discount applies to Pella Mid-Atlantic, Inc., retail list price and is not available in all markets. Valid only for replacement projects installed by Pella Mid-Atlantic, Inc., professionals. . JR Snider Plumbing 818 . Remodeling Capital Remodeling 1136, 218 Daniels Design & Remodeling 528 1139
arterial circulation, vein grafts undergo dist inct remodeling processes. Although initially representing site-specific adaptation processes, some of the remodeling aspects, such as intimal hyperplasia, are seen as the 'soil' for subsequent pathological processes that lead to graft failure. 1
4 50 infarction provides collateral circulation that plays a major role in restoring cardiac function 51 (Heil and Schaper 2004), whereas failure to remodel is a major factor in progression to heart 52 failure. 53 Flow-dependent remodeling is initiated by inflammatory activation of the endothelium, 54 leading to recruitment of leukocytes that assist with remodeling in several ways including
Arterial remodeling is crucial in normal physiological adaptation to growth and exercise, and is a major determinant of outcomes in cardiovascular disease (Kohler et al., 1991; Corti et al., 2011; . whereas inward remodeling leads to ischemia associated with angina and peripheral vascular disease (Ward et al., 2000). Additionally, flow .
increased overall wall thickness. This type of vascular remodeling differs from the inward eutrophic remodeling characterized in classical essential hypertension for which current drugs treat.11 There is no therapeutic available to stop outward hypertrophic vascular remodeling that can ultimately lead all the way to heart failure.
and artificial intelligence (AI) — combined with various analytics approaches and tools — can help CFOs move forwards on this path and ultimately transform the entire finance function. According to PwC’s Finance Effectiveness Benchmarking Report 2019, 61% of finance leaders believe that finance functions could become more effective with improved technology.1 In fact, CFOs are uniquely .
