Sales Estimating

This is a powerful segment of the Summit Group workshops that focuses on taking control of the sales process and turning leads into sales.

Sales are the cornerstone of profitability. Estimating is not a complicated or mysterious process. You must keep track of production rates and job cost every job. You must be able to qualify customers, bond and rapport and deal with price objections. You must track the volume of leads and closing rates.

Telephone greeting and information gathering
Estimator confirmation and qualifying
The sales process
Effective listening
Body language and tone
Interviewing the prospect
Sales cookbook
Price objection
30 second commercial
Additional work orders

GO TO the Seventh Critical Element: Continuous Improvement