May 15 2008 12:00AM | Permalink | Email this | Comments (0) |
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I had lunch yesterday with a salesman from a national distributor that specializes in window replacement sales and installation, and he confirmed what the prominent Chicago remodeler said in my previous post about prospects balking at signing contracts right now. Leads are coming in as strong as ever, he said, but closing the sale has become more difficult. The salesman invited me to lunch to brainstorm ideas for how he could improve his sales approach after attending my presentation last month on "Strategic Marketing for Remodelers" in Madison, Wis. He wants to try and get his prospects away from the very logic-based, price-driven decision-making process that goes with buying a replacement window installation into something more like the emotional-based process of contracting a kitchen remodel or room addition. If you have any ideas for how to do this, I'd love to hear them. So would he, and surely I'll pass them along if you click below and post your comment.