September 2008

Winning the sales war | Workplace

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Winning the sales war

Establishing a proactive sales environment can help you win jobs

by Brad Dawson
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Many roofing contractors operate in reactive sales environments. Every project opportunity is based on responding to a request for bids. Inexperienced contractors tend to rely on low prices to win projects, but more experienced contractors realize price is only one of several elements necessary to win a job.

Beyond the quality of your bid, you should try to move from a reactive sales environment toward a more proactive position.

Products and services

As part of your sales management effort, you should ask yourself three important questions, the first being: Why do my...

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