Leadership Selling

IRE 2023 Session Preview: 'Selling Your Price' by SRS Distribution's John DeRosa

Fri, 24 Feb 2023 15:15:37 -0500

Escape the price-driven sale with these real-world strategies aimed to help roofing contractors succeed.

Rejecting the Price Objection

Fri, 29 May 2015 00:00:00 -0400

Change your beliefs, and find the people who are comfortable paying your price.

Leadership Selling: Sell to Builders in 2012

Wed, 01 Feb 2012 00:00:00 -0500

Here is an idea to spark your 2012 profitability. Start selling to builders!

Leadership Selling: Negotiate to Win

Fri, 14 Oct 2011 00:00:00 -0400

Stop cutting prices when you have alternative options available. Bad things usually happen when you cut your margins. While you may increase your sales for the short term, you will unnecessarily reduce your profits for the long term.

Leadership Selling: The Dirty Water at the Mouth of the River

webmaster@bnpmedia.com (BNP Media Staff) — Thu, 07 Jul 2011 09:15:00 -0400

The price objection is the dirty water at the mouth of the river. If you want to clean up the mouth of the river, you have to go upstream to the location of the factory dumping pollutants. You have to deal with the fishing boats that putter little drops of oil and you have to stop people from tossing in small amounts of trash up and down the banks.

Leadership Selling: Get Past the Plan Room

webmaster@bnpmedia.com (BNP Media Staff) — Thu, 05 May 2011 11:48:00 -0400

A reader to Roofing Contractor wrote me and noted that my articles regularly focus on residential sales and appropriately requested that I offer some insights into commercial sales. Only a few days later, I was conducting a seminar at which one attendee expressed frustration about his wasted time in the plan room of general contractors, which resulted too frequently in lost bids. My advice: Get past the plan room.

Leadership Selling: Stop Estimating and Start Consulting

webmaster@bnpmedia.com (BNP Media Staff) — Fri, 04 Feb 2011 09:18:00 -0500

On the surface, roofing contractors all look the same to consumers. After all, nearly every website from contractors promises service, quality and satisfaction from a contractor that has been around for generations with satisfied clients and guarantees of good work.

Leadership Selling: Stop Bidding and Start Proposing

webmaster@bnpmedia.com (BNP Media Staff) — Wed, 05 Jan 2011 10:18:00 -0500

Just think: If price were the only factor in a builder’s purchasing decision, a roofing contractor could fire all its salespeople.

Leadership Selling: Elated Customers

webmaster@bnpmedia.com (BNP Media Staff) — Thu, 04 Nov 2010 11:48:00 -0400

If your business goal is to create satisfied customers, I recommend you rethink your strategy and strive for something better - customer elation.

How to Figure Your Correct Selling Price

wrdwzrd@aol.com (Jim Olsztynski) — Thu, 19 Oct 2000 00:00:00 -0400

Profit must be calculated as a percentage not of cost, but of the final selling price.