INTRODUCTION: Sales and Advertising are essential in operating a business, obtaining a job, and making money. Too many contractors and others are very good at their jobs, they may even be considered to be 'experts' at what they do, but if they cannot promote their services to others, it does not put money in their pockets. Author: The author, William (Bill) C. McElroy is the author of Fences and Retaining Walls, The Painter's Handbook (Craftsman Book Company), and The Roof Builder's Handbook (Prentice Hall). He is the co-author of Electrical Blueprint Reading (Craftsman Book Company) and he has designed and built homes and duplex homes as well as having done extensive remodeling of both Row and Single-family homes. SALES vs. CONS: There are plenty of con-men out there in the world, and some make out quite well financially, but do you really want to 'cheat' people or do you want people to respect you and source you and your product? Sales is a technique about how to provide a service or product to a person that has wants and needs, but is uncertain about if you are the person that should be supplying his or her wants and needs. This guidebook will help you to help him or her eliminate that uncertainty. HISTORY OF AUTHORThe author in his youth was very good at his trade, but when he went into business for himself he realized that if no one knew about him, he was not going to succeed. The author therefore took college level classes in business management, sales techniques, advertising and marketing, and not only ran a successful small business, but hired many and eventually ran a multi-million dollar company that employed several hundred American workers. PUBLISHED AUTHOR / INSTRUCTOR: He has during his career started several businesses, and his knowledge of how to close a sale has helped not only him make a decent living, but also helped those that he mentored, leading to him having several professional contracting publications placed on the market by publishers like Prentice Hall, Family Handyman, Amazon, and Craftsman Books. The author taught at B.O.C.E.S. in New York State, and at RETS in Pennsylvania. He taught students age 14 to 75 Residential Electrical Wiring, Computer Repair, Communications Equipment Design, Algebra, Transistor Circuit Design, Old House Reconstruction, Drywall and Flooring Installation, and plumbing. In addition, he taught classes at the US Pentagon in Washington D.C., and high-end electronics and Integrated Circuit design and equipment design in private industry. CLOSE THE SALE: This booklet is designed for the novice, the semi-pro, and the professional contractor or person that needs tips on how to advertise and sell his services, and then 'Close the Sale' at a profit. Do you want to learn how to close the sale, or do you think you already know how? Are you costing yourself expanded profits by not knowing what the professionals know? Give it a try; it is easy reading and great information.
