Learn how to elevate your sales skills from seasoned expert, business coach and host of the Contractor Fight, Tom Reber. Discover techniques like the 'profit touch' to re-engage past customers and the Shin-Fu sales process that cuts sales time in half while increasing profitability. Gain practical tips on asking the right questions and adapting sales tactics to meet customer needs effectively. This episode is packed with actionable advice to help you transform into a sales powerhouse. Join host Adam Sylvester and Tom Reber, host of the Contractor Fight Podcast.

(00:00) Introduction to the episode and guests 

(02:31) The importance of sales when transitioning from trade work to business ownership 

(04:07) Adapting sales strategies based on changes in the economy 

(06:28) Using the 'profit touch' strategy: reaching out to past customers to boost sales 

(08:56) Listening in sales and avoiding technical jargon that customers don't care about 

(10:48) How to use Jobber to become the company you want to be, and become a sales machine 

(11:33) Asking the right questions in sales to understand customer needs and priorities 

(12:41) Introduction of the Shin-Fu sales process that Tom uses to cut sales time in half and improve profitability 

(15:33) A real-life example about how addressing specific customer concerns leads to winning a high-value project 

(22:23) Pre-qualifying leads and handling different types of customers 

(27:17) Asking the right questions to uncover client needs and motivations 

(31:28) The need for sales discipline and avoiding negative assumption 

(35:06) Handling objections related to price during sales discussions 

(37:38) Adam’s takeaway tips: don’t wait for Google to keep feeding you leads - be proactive and go hustle, peel back the onion - ask questions and make your leads feel important and heard, create a pricing page - clients shouldn’t be shocked when they get in touch with you