Who is the best salesman you know? That’s the question we asked to Remodeling readers and you responded. Below, are four sales luminaries, what makes them so successful. Submissions have been edited for length and clarity.
Craig Scott
Owner
CROSS
Craig Scott was a carpenter for years before starting his full-service remodeling firm. His knowledge of the industry and a memorable first impression put clients at ease to help him nail the sale.
“First and foremost, he has an image that people remember,” said Martha Bizzell, executive director of NARI San Antonio. “He wears a cowboy hat both in winter and summer, and is always well put together in a nice dry-cleaned or company shirt, jeans, and real cowboy boots. He has a bright, contagious smile when he greets people, and first and foremost takes his initial conversation to a personal level, which automatically puts people at ease. And he solely sells over $4 million in remodeling jobs a year.”
Steve Lange
Outside Sales Representative
PMC Building Materials
Steve Lange is everything a company could want in a sales rep. He is knowledgeable, hard-working, prompt, and gives excellent advice. He’s dedicated to each of his accounts, regardless of size.
“I know it sounds old-fashioned, but Steve is a partner to our company,” said Cayenne Barnes, owner of Professional Interiors in Atlanta. “He answers questions, advises us on materials and suppliers, and assists us when we are bidding large projects. Steve is at home on a jobsite and he knows his product line.
I am never waiting on him. He treats my staff and my clients with respect and has earned my trust. I am certain he has larger accounts, but he handles our orders, warranty issues, and inquiries properly.”
Chelsea Caspersen
Vice President
A. Caspersen Company
Chelsea Caspersen is not just the vice president of A. Caspersen Company; she’s one of its top sales reps. Her knowledge of the product and belief that her products are the best shows in her sales and dealings with clients.
“I think the basis of selling is a product that you believe in,” said Michael Fondas, the firm’s chief project manager. “Chelsea believes we have the best product and the best company for the job, so it is very easy for her to portray that to the clients. Her enthusiasm for the product and workmanship gets the client excited for the product, and at that point the bottom line becomes a lot more bearable. She educates the customer and uses terms and analogies that they understand and can relate to.”
Dean McQuade
Interior Designer
Transitions Remodeling
Dean McQuade sold over $1 million worth of new contracts in 2015, always meets his sales quota, and hits the mark with his knowledge of design and project costs.
“Dean understands a client’s budget on the first phone call,” said Barb Baker, president and CEO of Transitions Remodeling. “Good salespeople understand construction and material costs so they can educate and guide people to hit their budget and still get most of what they want. Dean tries to find great products at good price points and still achieve the quality and look we want to provide our clients. People trust him. As a result, they turn into clients for life and frequently refer friends and family.”
