Are your quotes accidentally pushing good clients away?

In this 477th episode of The Site Shed, Matt sits down with sales and leadership expert Drew Norton to break down the real reasons tradies lose work and how a few simple mindset and process shifts can help you win better clients without relying on low prices.

Drew gives useful tips for making the discovery process better, leading with confidence, making sure people understand their options, and building a sales system that really works.

If you want to charge what you're worth and stop clients from ghosting after the quote… this one’s for you.

🕒 Key Chapters
00:29 Drew Norton's background and expertise
01:22 Changing the perception of sales & leadership
02:31 The shift away from old-school, pushy selling
03:45 Why mindset drives sales success
06:43 The two real barriers to business growth
13:11 Why documenting processes is critical
14:36 How to communicate benefits, not features
24:50 “Sales Inception” (Drew’s 3-step framework)
28:54 The discovery phase: qualify before you quote
40:59 Defining customer avatars & speaking to pain points

🔧 What You’ll Learn

• Why tradies struggle with sales (and how to fix it)
• The mindset shift that makes quoting easier
• How to create a sales process you can train staff to follow
• Discovery questions that uncover what clients actually want
• How to avoid giving away free expertise
• Why you MUST stop talking in features and start talking in benefits
• How to confidently present options without sounding salesy

📲 Listen On The Go! https://tradie.wiki/listen

🎙 About Our Guest: Drew Norton
Founder of The Everyday Sales Leader, Drew helps business owners improve their sales confidence, leadership skills, and communication. His frameworks have helped tradies grow their revenue, raise prices, and build stronger teams in the tradie industry.

CONNECT WITH DREW NORTON

The Everyday Sales Leader 

Website: https://theeverydaysalesleader.com/
Instagram: https://www.instagram.com/theeverydaysalesleader/
LinkedIn: https://www.linkedin.com/in/theeverydaysalesleader/
Quiz: The Everyday Sales Leader Quiz

Your Next Step:

Join Tradie Academy, our free community packed with templates, checklists, and resources shared by podcast guests, coaches, and successful tradies.

👉 Join free and grab your next growth tool here: https://tradie.wiki/pod

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