Power Of Discovery

Selling involves communication, and selling aging-in-place solutions or remodeling and home renovation services is no different. Communication starts with listening to the customer to determine what issues they are facing, their life experiences, what types of solutions they are seeking, what amount or type of help they are willing to receive from you, and how they want to proceed with having something done. Remodeling contractors, handymen, occupational therapists, architects, and many other professions and occupations working in the aging-in-place solutions field need a way of eliciting this information from their customers so they can effectively design a solution to meet their clients' physical and financial requirements and needs. Therefore, becoming quite proficient at asking the right questions is essential. There's a reason newspaper reporters or other types of journalists write a story by beginning with who, what, when, where, and why - the so-called 5-W's. They want to capture the essence of what is going on or about to happen in a concise way. From there they can elaborate with more details. This book approaches selling aging-in-place and general remodeling services in the same way so that important details can be obtained from the customers and an effective design or proposal can be offered and achieved.