Do you realize that the sole purpose of your selling system is to land negotiated work? In other words, to close deals and ring the cash register.
Getting to participate in a lowest-price-wins bid does not require salesmanship nor does it amount to selling.
In the construction industry, selling is defined by being hired, or in other words, landing negotiated work. You need 10 systems for landing enough negotiated work to grow your company profitably.
1. Assigning and Prioritizing Leads
If your marketing system is doing its job, you should be receiving a flood of leads. You need to create criteria for sorting and prioritizing those leads.
The best way to do that is to identify and communicate the profile of youre “A”, “B”, and “C” level prospects. Know the characteristics that your best customers share.
Your “A” prospects are the ones who are looking for the benefits that you excel at and can prove it with case histories and testimonials.
Your “B” prospects are the ones you often are a good fit for, but not always.
Your “C” prospects are the ones your...
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