Journey to the Summit > 6. Sales & Estimating

Sales & Estimating

This is a powerful segment of the Summit Group workshops that focuses on taking control of the sales process and turning leads into sales.

Sales are the cornerstone of profitability. Estimating is not a complicated or mysterious process. You must keep track of production rates and job cost every job. You must be able to qualify customers, bond and rapport and deal with price objections. You must track the volume of leads and closing rates.

• Telephone greeting and information gathering
• Estimator confirmation and qualifying
• The sales process
• Effective listening
• Body language and tone
• Interviewing the prospect
• Sales cookbook
• Price objection
• 30 second commercial
• Additional work orders
  

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