Want higher close rates and bigger tickets? It’s not about harder selling — it’s about smarter presenting. A new ACCA and Farmington Consulting survey of more than 1,000 contractors shows that contractors who offer four or more options instead of one or two see their close rates jump from 42% to 52%. But only 10% of contractors are doing it. The same goes for financing. Contractors who always offer financing close at nearly 50%, compared to 38% for those who don’t — and they sell fewer base models and more premium systems. Extended labor warranties matter too. When bundled into proposals, they boost margins and keep contractors competitive at the kitchen table. Not to mention that contractors who lead with monthly payments instead of total price double their financing penetration and sell higher-end equipment.

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