Intro -- Contents -- Preface -- Acknowledgments -- About the Author -- Introduction -- What You Will Find on the CD -- 1. Overview of the Builder Market -- Selling Goods and Services in an Evolving Market -- Common Builder Characteristics -- Understanding Where You Fit in the Building Process -- 2. Assess Your Strengths -- Assess Your Endurance -- Building on What You Have Learned -- What Do You Really Do? -- Why Do You Do What You Do? -- When Do You Do What You Do? -- Business Development Coaching -- Goal Setting 101 -- Four Steps for Effective Goal Setting -- 3. Build Your Action Plan -- The Personal Sales Planner-Section I: Reviewing the Past -- The Personal Sales Planner-Section II: Planning for Growth -- The Personal Sales Planner-Section III: Promoting New Sales -- Get the Builder Involved -- Putting Your Personal Sales Planner to Work -- Opening New Territories -- Adding New Products -- 4. Building Team Spirit -- Prepare Your Team for Success -- Appreciate and Acknowledge the Team -- Develop Policies and Procedures -- 5. Meet the Competition Head On -- Using the Competitor Checklist -- Track Your Progress -- 6. Build a Career-Friendly Network -- Other Sources for Leads -- Maximize Your Outside Resources -- Generating Leads on Your Own -- 7. Building Territorial Management Skills -- Using the Client Management Form -- Planning a Successful Workweek -- Territorial Management -- When Enough Is Enough -- 8. Making Technology Work for You -- Technology on the Go -- Your Place in Cyberspace -- Elements of Useful Web Sites -- 9. Selling to Builders by Type -- Selling to Small-Volume Builders -- Selling to Medium-Volume Builders -- Selling to Large-Volume Builders -- Selling to Remodelers -- Selling to General Contractors -- 10. Making the Presentation -- The Presentation -- The Art of Negotiation -- Closing the Sale -- You Got the Job!.

When the Builder Says No -- 11. The 30-Year Wrap-Up -- Increase Your Business without Selling to Builders -- Relationships 101 -- Houston, We Have a Problem -- Using Voice Mail as a Marketing Tool -- Tips and Tricks to Get the Builder's Attention -- Romancing the Customer Begins at Home -- Final Thoughts -- Appendix: Sales in Action: Sample Scenarios -- Emerging Large-Volume Builder -- Large-Volume Builder -- Custom Builder -- Remodeler -- General Contractor -- Index.