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Salespeople are often seen as slimy and manipulative. This negative stereotype is common, and it's not hard to see why. In this episode, Tom explores how to change this negative perception and increase your sales without resorting to manipulative tactics.
Conversation Highlights:
[00:00] - Intro
[01:01] - What is not your job as a salesperson
[01:52] - Your actual job as a salesperson
[02:45] - The fastest and easiest way to move the sale forward.
[05:05] - Differentiating yourself from the competition
[07:25] - The Fight member's story from loss to $3.4 million sales
[08:46] - Learn to differentiate and meet more needs.
Resources:
Go to http://TheContractorFight.com/Sell to get your hands on the training that has changed thousands of lives of contractors just like you all over the world, Shin-Fu Sales Training.
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook
== Grab the Gear ==
https://gear.thecontractorfight.com/
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber
Instagram: https://thecontractorfight.com/ig
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review!
In this episode, Tom talks with Maggie and Hailey from the PCA (Painting Contractors Association), the oldest trade organization in the US for all trades. The three talked about various topics related to the PCA, including how the organization helps contractors achieve their personal and professional goals.
Conversation Highlights:
[00:00] - Intro
[00:29] - About Painting Contractors Association
[01:40] - Maggie and Haley’s intro
[03:07] - Advantages of being a member of the PCA
[05:43] - The Craftsmanship Forum
[07:44] - About the PaintED Podcast
[09:47] - Benefits of joining the PCA
[11:23] - The power of the community in fostering business development
[13:36] - EXPO 2023 — The national convention for painting contractors
[16:35] - Paint-It-Forward event
[17:45] - Closing
Resources:
PCA EXPO - https://www.pcapainted.org/expo/
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook
== Grab the Gear ==
https://gear.thecontractorfight.com/
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber
Instagram: https://thecontractorfight.com/ig
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review!
In this episode, Tom talks about how the best salespeople are not always the best at talking. Instead, they are the best at listening. He explains how keeping quiet and letting the customer speak can help you better understand their needs and desires.
Conversation Highlights:
[00:00] - Intro - How to increase your sales by keeping quiet
[00:37] - Stop this traditional selling approach
[01:40] - A more effective way to sell
[03:40] - Reframing the conversation while selling
[06:25] - The power of saying, "That's interesting."
[07:13] - Dealing with financial budget objections
[08:33] - Closing remarks - Keep control by listening more
Resources:
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook
== Grab the Gear ==
https://gear.thecontractorfight.com/
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber
Instagram: https://thecontractorfight.com/ig
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review!
Tom reveals the most critical aspect you need to master to build a thriving and profitable contracting business. And it's not about selling, marketing, or finances — although these are essential — but rather, one crucial element that takes precedence over all of these. Tune in now to know what it is!
Conversation Highlights:
[00:00] - Intro
[00:39] - The key factor for scaling your business
[01:35] - The fear of the outsider
[02:18] - Becoming a people expert
[04:16] - Reducing the fear of the outsider with your clients
[06:40] - Fostering community within your organization
[10:35] - Closing remarks — becoming a people expert
Resources:
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook
== Grab the Gear ==
https://gear.thecontractorfight.com/
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber
Instagram: https://thecontractorfight.com/ig
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review!
What do you mean when you say value? How do you convey the value of your services to prospects in a way that justifies your price and expresses why you think they should hire you?
When you learn how to communicate value in a way that means something to your prospects, you can command higher prices. In our Shin-Fu Sales process, we call this uncovering the motive.
In this episode, Tom breaks down the principles of creating value and how to know if somebody sees value in you and your company. He gives a 30,000-foot view of The Motive step in our sales process.
💵 COMING SOON! Our Shin-Fu Sales Training course is a proven sales process successful contractors use to close high-profit deals while protecting their time from tire kickers. Grab our FREE Guide to Spotting Cheap Prospects AND be the first to know when this powerful Shin-Fu training drops. Grab the guide here: https://thecontractorfight.com/cheap
Conversation Highlights:
[00:00] - Intro — Value creation
[00:36] - What it really means to create value
[01:41] - The keys to creating value
[02:50] - Uncovering the motive
[06:14] - Effective questioning technique
[07:37] - Closing remarks
Resources:
💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap
== Join us in BATTLEGROUND ==
Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground
== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook
== Grab the Gear ==
https://gear.thecontractorfight.com/
== Find Us on Social Media ==
YouTube: https://www.youtube.com/c/TomReber
Instagram: https://thecontractorfight.com/ig
== Rate the Podcast ==
Help your fellow contractors find the podcast! Please leave a rating/review!