Before reviewing the six characteristics of successful salespeople, we need to talk about sales in general. Selling is an acquired skill, not a God-given talent. Salespeople are communicators, not manipulators. For many people, their only sales experience has been with a pushy car or insurance salesperson. Such prejudices are commonplace and totally wrong.

Many small contractors mistake wages with what they should charge a customer for their services. Since many contractors start out moonlighting and doing side jobs, such logic is understandable. Unfortunately, side work is just that, side work, and the part-time contractor is probably earning most of his or her livable income through regular employment.

Through the years I have discussed the need to raise prices and that setting too low of a price is the No. 1 cause of contactor failure. In tighter economic times, maintaining margins is more important than ever. A slower housing market, less rain and an overall change in consumer buying attitudes can cause contactors to panic and slash prices. Such random cutting of prices can lead to financial suicide.

Sometimes it can be difficult to keep things in perspective. Adapting to a changing market versus panicking and imagining problems that don’t exist can be a tough balancing act to follow. How do you keep your business sharp and prepare for the future without making mountains out of molehills? This article contains some business tips designed to help you keep things in perspective.

Roofing is a tough business. If it rains, you can’t work; if it doesn’t rain, you don’t need to work. Who can you reach out to? What advice do you heed? What advice should you avoid? Owning a business can be a lonely proposition. Most business owners are somewhat isolated. They work long hours, and it can be hard to find time for friends. Family and friends also may not understand what it is like to employ people, deal with customers and fully understand the stress of day-to-day business pressures.

Few things can be more annoying than running a dead-end sales call. Yet, if we do not visit the customer, how will we know if the lead has a chance to turn into a good job? There is no magic rule for qualifying leads, but applying some simple logic can help improve the odds in your favor.

Business always has ups and downs, and fluctuations are to be expected. The U.S. economy has been enjoying an economic building boom for over 10 years. The housing slowdown is definitely impacting certain areas. However, things are not as dire as one might think.

Most business owners are buried with daily operational needs, and taking time for disaster prevention is tough. Mishaps are bound to happen, and the more prepared you are, the less painful they will be.

Parables and cute sayings regarding money abound. One of my favorites is: “It doesn’t matter if you are rich or poor as long as you have money.” This logic applies to many contracting businesses.

Fax machines, e-mail, cell phones and all kinds of other devices were supposed to help us be more efficient, but for many of us, our lives are now more hectic than ever. Hopefully, the following tips can help improve your efficiency and the quality of your business and life.