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How to Ask the Right Question
Home Improvement Edition
The complete field guide for in-home improvement salespeople. A 6-stage selling system, 37 tie-downs, 100+ objection responses, 14 commitments, and 5 closing techniques including the Lost Key Close. Every technique has a WHY IT WORKS explanation. The RAISE objection-handling framework, Pro Tips, Don't Be That Person warnings, and fillable notes pages throughout.
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Why You Need This Book
70% of in-home improvement sales are lost because the salesperson presented the price before they had the commitment. This book gives you the exact system, the exact questions, and the exact responses to earn every commitment before you present a single number — so when you do, the answer is almost always yes.
Run every appointment through a proven 6-stage system that builds commitment at every step
Use the 14 commitments to move the customer from interested to decided before the price conversation
Handle every objection with a question instead of an argument
Use 5 closing techniques — including the Lost Key Close — to convert hesitation into commitment
Leave every appointment having done everything right — win or lose
Use the Scorecard to coach yourself after every appointment
The Podcast
How to Ask the Right Question — The Podcast
A 5–7 minute deep-dive into the impact of this book and why it matters. Coming soon.
What's Inside
Table of Contents
Recommended Equipment & Tools
The digital PDF version of this book includes clickable affiliate links to all recommended equipment and tools. When you buy through these links, you support the series at no extra cost to you.
Affiliate disclosure: We may earn a small commission on purchases made through these links, at no extra cost to you. We only recommend tools we genuinely use or believe in.
A Taste of What You'll Learn
Pro Tips
Before every appointment, review the 14 commitments and decide which three are most likely to be tested tonight. Preparation is not about memorising scripts — it is about knowing which conversations are coming.
The Lost Key Question works because it reframes the decision as already made. The customer found what they were looking for. The only question is whether they pick it up.
Don't Be That Person
Don't present the investment before you have all your commitments. A price without a commitment is just a number. A price after a commitment is the last step in a decision the customer has already made.
Don't accept 'I need to think about it' without asking what specifically they need to think through. Vague hesitation is almost always a proxy for an unspoken concern. Surface it.
This is just a sample. The full book contains dozens more Pro Tips and Don't Be That Person moments.
Complete the Series
Every book in this series is a standalone guide — read them in any order.
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