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. "In building any sale, communication skills are of supreme importance to unlocking the doors of opportunity. Steve Hoffacker has captured the essence of these essential skills and provides a wealth of helpful and insightful information in a very practical manner. This easy to read book will be a valuable resource for anyone who desires to be more effective in making a sale." - Clay McQuerry, CAPS, CLR, BSSW, MDIV, Executive Director, Rebuilding Together Clay County, Liberty, MO --From Book's Back Cover "Getting clear about your process and understanding your consumer through your process has never been more important than today! Reading Steve Hoffacker's book 'Power Of Discovery gives insights and easy-to-understand steps to do what is needed to ensure success. Steve's book will save you time and improve your professional approach. This book is both practical and useful - immediately!" - Sarah Reep, ASID, IIAD, CKD, CMG, CAPS, Director, Designer Relations & Education, Masco Cabinetry, Ann Arbor, MI --From Book's Back Cover "This book forces all sales people or business professionals to focus on how to conduct business by learning how to understand your customer, detail their needs, and determine how you can fulfill them. This book lays out the steps for you to redesign your business strategy for listening more, asking the right questions, and completing the sale." - Lynne Edwards, Vice President of Exposition Management, Southeast Building Conference, Tallahassee, FL --From Book's Back Cover Steve Hoffacker , AICP, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, is a real estate and small business sales and marketing consultancy based in West Palm Beach, Florida. He is a licensed real estate broker in Floridaspecializing in commercial real estate and residential referrals, and an active member of the National Association of Home Builders (NAHB), National Sales & Marketing Council (NSMC), Remodelers Council (NAHBR), Florida Home Builders Association (FHBA), and the Gold Coast Builders Association (GCBA). His services are designed to help entrepreneurial home builders, remodelers, Realtors, onsite new home salespeople, sales managers, suppliers, vendors, and professionals improve their market position, profitability, sales process, and effectiveness through coaching, strategies, planning, and techniques. Steve is a marketing consultant, sales coach, sales strategist, salesman, marketer, real estate broker, entrepreneur, author, blogger, podcaster, speaker, instructor, photographer, and mentor. We want you to be professional, to enjoy what you are doing, and to be successful at it. You take pride in what you do, and we take pride in any association that we have with you and your business. In fact, one of the characteristics that sets us apart from other consultants is that we are willing to take ownership of your issues to work through them and help you resolve them. That's why Steve has prepared a series of books to help people excel in their sales endeavors. One of the keys to increased production and profitability is our innovative customer connection program of lead generation, customer ratings, social networking, and post-visit contact (trademarked by Steve Hoffacker) that let you reach out to potential customers, attract new leads, identify those people who are ready to make a decision, and maintain appropriate contact with others who need more time. As a result, you will be making sales that otherwise might not have happened, and we can help you eliminate unnecessary expenditures of time, money, and energy in the process. Steve is a regular speaker at the NAHB International Builders Show (IBS) and