Sales guru Ron Marks, a partner with Southwestern Consulting, kicked off the 2015 Best of Success seminar by laying out concrete steps roofing contractors can take to shorten their sales cycle.
The first step is understanding the true cost of ‘eventually’ in the sales process — essentially what it means when sales cannot be closed quickly. Marks just returned from Australia, where he worked with a consortium of companies in the home improvement sector and said he watched the incidents of first-visit sales jump by 25 percent over a two-year period.