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Premiums Can Prevail
"We show our quality, we show our reputation, and if it's done the correct way, the other bids go away," says Rodney Webb, vice president, sales, at Dixie HomeCrafters.Price is negotiable, to a point.One example would be a customer who offers scheduling flexibility - "to trade them time for dollars and get started now," Webb says.But, he adds, "we're not in a price contest.
Sales Training for Remodelers
Rodney WebbRodney Webb is one of the few who has not only had tremendous success as an in-home closer, but has been able to transfer that knowledge to others.MasterMind is proud to have Rodney join its team as a sales and training coach teaching in-home salespeople how to become 'master closers' and to attain a closing ratio of 70% or better.Continue
...Rodney WebbRodney Webb started his career in sales in 1987 with the Pacesetter Corporation as a telemarketer.He was promoted to telemarketing manager, and then to district manager.
In 1996, Rodney
own company selling siding and windows.He
sold the company after four years and decided to play blackjack for a living (yes, blackjack).His
blackjack career lasted for two years.In 2001, Webb was hired as a sales representative for DixieHomeCrafters and GutterGuard where he became the number one sales rep within the first few months.
In 2002, he
sold over $3.6 million worth of business with a 91% closing ratio.At the end of 2002, he was promoted to sales manager/general manager where he directed the number one office to over $12 million in sales in 9 months.Rodney was then promoted to vice president of sales before deciding to start his own company.Rodney
is one of the few who has not only had tremendous success as an in-home closer, but has been able to transfer that knowledge to others.MasterMind is proud to have Rodney join its team as a sales and training coach teaching in-home salespeople how to become 'master closers' and to attain a closing ratio of 70% or better.
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Author: Rodney Webb
REPLACEMENT CONTRACTOR Magazine ( Created Date: 09/01/2010 )
Opinion - Q And A - Replacement Contractor Magazine
An interview with speaker, sales trainer (and home improvement company owner) Rodney Webb.
Well-known industry sales trainer ...
Well-known industry sales trainer Rodney Webb suggests that calls to the boss should happen in the middle of the sales call only as a last option, such as when the rep gets a question from the homeowner that he can't answer.
Webb says that when a salesperson can't or won't answer a question, he puts himself in a position to not sell the job.
If you don't know the answer, Webb says, tell the customer: I am not sure, but if it's that important to you I'll find out right now.' Then pick up the phone and get the answer.
says that he
otherwise discourages making calls mid-appointment.
has found that a good time to call is when the salesperson has closed.
At that point, he
says, it's a good idea for the salesperson to call the company owner and have him speak to the customer.
The owner, Webb says, should congratulate the customer for his purchase and should thank him for the business and for entrusting your home to us, adding, I promise we'll do a fantastic job.
says that, as the business owner, he
would then give the homeowner his
personal phone number and invite him to call if there are any problems.
That practice, he
says, significantly reduces cancellations.