TEV B - Closing the Sale

Tuesday, October 05, 2004  ·  6:30 PM - 8:00 PM

If it is difficult for you to get your clients to pay the price you need for the quality work that you do, this session is for you. Your bid may best serve the customer’s (and your) interest, but only if they sign on the dotted line. Learn how to differentiate your business from your low-bid competition.

By attending this session, participants will
1. Understand why price is not the most important consideration when your prospect selects a contractor, even though it often appears to be
2. Find out how to educate your client about what they need to know to make a wise choice of a contractor
3. Learn how to present your proposal in such a way that your prospect instantly associates it with every other good decision they have ever made and accepts it without hesitation

Keyword(s): Customer benefits, differentiation, communication, competition
Type: 90-Minute Breakout
Track: Heating and Hot Water
CEU: Residential Energy Services Network (RESNET)  

Course Presenter(s):

• Mike Gorman