Page 12 - TCDB combined Book
P. 12
The Complete DESIGN-BUILDER
.1V
TABLE OF CONTENTS
Chapter 2 SALES
Client types 41
Undecided 41
Authoritative 41
Unconcerned 42
General 42
Prospecting 42, 43
Lead sources 43, 44
Territory analysis 45
Business Parks 45
Newspapers 45
Real estate 45
Tenders 45
Cold calls 46
Completed projects 46
Chambers 46
Service clubs 46
Qualifying 47
Indirect/direct questioning 47
Qualifying form 48
