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The Proposal Close
When you start seeing obvious buying signs — such as head nodding, verbal agreement, or pupil dilation — it's perfectly acceptable to ask again if they'd like to go ahead with the order.
The Paper Towel Close for Salespeople
Your professionally, psychologicallydesigned, colorful, attractive, and informative proposal form could be just the thing that stands in your way of closing the deal on the spot.
Closing the Sale
A good closer is someone who is good at helping people make decisions. The key to being a good closer is having a good closing procedure.
Tec Daddy Confessions: The Home Depot Experience
As an experiment, I filled out the little card for a free estimate at the Home Depot.
Don't Get Tripped Up by a Trip Charge
You can go high or low, but the real difference is in customers' minds.
Technology is Great, But Don't Forget the Basics
Technology has been advancing in our industry so fast the last few years it seems almost impossible to keep up. Electronic thermostats, hot surface ignition, and printed circuit boards have replaced m...
Clean Up Your Customers' Dirty Socks
I often hear contractors complain about "dirty sock" syndrome. It's caused
by a dirty coil that has begun to feed bacteria. As the bacteria grows and blooms,
the air passing over the coil pick...
