Business Forum: Selling with a System

Remodelers are good at systems. Every day, they deal with estimating systems, scheduling systems, and production systems. These procedures are essential to running a business efficiently, and they help remodelers predict what will happen on the job. Unfortunately, many remodelers resist creating a system for sales. But just as a practiced procedure helps to estimate, schedule, and produce a job properly, a selling system can help make the most of the time and effort spent trying to get the job in the first place. What Is a Selling System? I’m not talking about a canned pitch or a series of tricky, manipulative techniques designed to dupe the prospect. Rather, a professional selling system is a procedure that you follow from the time