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125 pages. Learn how to overcome the fear of meeting a prospective customer. How to approach building owners and managers. How to compete with in-house custodial services. Advantages of contract building services. How to land the big contracts. Small accounts: do you need them? What customers look for in janitorial service contracts. Drafting a janitorial service contract. Proposal form for initial cleaning services. The complete proposal and agreement. Cleaning specifications for general offices, lounges, restrooms, computer rooms, lunchrooms, storerooms, locker rooms, elevators, exercise rooms, warehouses, medical exam rooms. The secrets of persuasive communication. How to construct a sales letter. The direct mail reply card. The complete sales presentation. How to calculate the monthly fee. The fact sheet for sales and marketing. House and apartment cleaning. Bidding on government buildings. How to survive bidding wars. Coping with price cutting. Sell quality or price? Maintenance standards.