Titlebook: Design/Build Marketing; Strategies and Proce William D. Booth Book 1992 Van Nostrand Reinhold 1992 agents.design.marketing.planning

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Ground, Hiperbolic Radionavigation SystemsPlease note, you would not have been able to do any of the selling we have just gone over unless you had the necessary information to present to the prospect. In other words, you needed something to sell, and here’s where the design-build team comes in.

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Qualifying the Lead,The previous chapter covered the many methods that can be used to obtain leads. The problem with a lead is that it’s nothing but a name on a list until you take the time to check it out and qualify it to see if the lead can become a bona fide prospect.

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Selling the Prospect,The purpose of everything the construction salesman has done so far is to get him to this point. It’s as if he has been in basic training, and the time has finally arrived for him to move up to the front lines.

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