Contractor Sales Training

Sticktuitiveness. Persistence. Call it whatever you want, but one of the hardest things to do in the sales game is sticking to the gameplan, especially when things get uncomfortable. Derrick and Steve are on the loose today with Tom out of the studio, and they’re going to tell you all about why bailing on the game plan for the hail mary will absolutely kill your sales. Don’t abandon your sales process. 

In this episode, we talk about…

• What happens when you abandon your sales process
• Becoming comfortable with asking the uncomfortable questions
• Going through all the head trash to reach the pot of gold
• Changing your phone conversation to raise your closure rate
• How it feels when you get dismissed from a home
• Gaining time and self-respect by controlling your sales process

Links to resources:

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

We live in a microwave world in the sense that we want everything to be a one-stop-shop with minimal effort. All things are so convenient that we have all been conditioned to want it easy, but that’s not how it works in the contracting sales world. Today in the booth, John Dijulius joins the fellas to talk about the importance of touchpoints with prospects in the contracting industry. John owns the Dijulius group, a customer service consulting company that serves as the world’s leading authority on providing customer service. Speed is the name of the game and if you don’t have speed in communication with your prospects, it can kill your business.

In this episode, we talk about…

• How convenience has created an impatient world
• Making changes based on past failures
• Actually answering your phone to talk to these people at the moment
• Understanding the anxiety of addressing a to-do list
• People’s inherent need to know if things are progressing
• Making the customer feel important
• Approaching touchpoints with past clients vs. current clients
• Keeping things personal to remind your clients that you care

Links to resources:

Domino's

Check out The Dijulius Group or email him at [email protected]

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

Not everyone has the stomach for what it takes to be successful in sales. That’s just the cold hard truth. It’s not meant for everyone. People who quit or never even attempt sales don’t have the balls to have the hard conversations. In order to be successful in this game, you have to get your ass kicked at some point. Just like in the Marines, you have to be broken down before you can possibly be built up to new heights. You can go through the pain of going through all of the practices and role-plays, or the pain of being stuck on the hamster wheel for the rest of your career. Choose your pain.

In this episode, we talk about…

• Why the Marine Core has the best marketing strategy in the world
• Practicing the great takeaway strategy
• Choosing your pain so that you come out the other end as a pro
• Thinking that you know how to sell just because you can talk to someone
• Having humility and recognizing that you don’t know everything
• How to know when you are ready for The Bridge
• Knowing that you will inevitably have to go through some bs
• Developing intuition as a result of so much time spent in the game

Links to resources:

Wild At Heart

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

“A person’s success in life can be measured by the number of uncomfortable conversations he or she is willing to have.” As a salesman, you need to be prepared for all sorts of situations. One thing is for certain though, there will be uncomfortable moments. If you are willing to get just a little bit outside of your comfort zone when talking to a prospect then you will deal with so much less BS down the line. Stop being a wimp and embrace discomfort because if you don’t risk that rejection then you will never get the payout. Everything you want is just outside of your comfort zone.

In this episode, we talk about…

• Having a two-sided conversation to figure out what they really want
• What happens to most guys when they don’t speak the truth
• The 4 conversations going on when talking to a prospect
• Putting the ball back in the prospect’s court
• Learning how to be uncomfortable while remaining likable
• Being afraid to ask the tough questions because of the fear of rejection
• When you know that the prospect is being dishonest
• 3 ways to make this whole thing easier

Links to resources:

Tools of Titans

CSA YouTube

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The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

Disaster is going to strike at some point in life, but more specifically in your business. If you are a contractor running your own business, it is inevitable. Following the Shinfu can help you avoid these bumps in the road because it is made up of safe-guards. However, this process is only effective if you follow each and every step. If you half-ass and only complete 4 out of 5 steps, then you are setting yourself up for a rude awakening. Commit to following this process and watch your troubles fade away!

In this episode, we talk about…

• What can happen when you don’t go through all steps of the Shinfu
• Importance of emphasizing the consultation fee
• Where fear comes into the conversation
• Committing to following a process to a T
• Getting from a sure slam dunk to something that could wreck the deal
• Determining the correct spirit of the conversation
• Being as up-front with the client as possible to validate and educate
• Holding up your consultation fee loud and proud
• The wrong way to charge a consultation fee
• Setting the stage without an aggressive tone

Links to resources:

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

We all have a gut instinct that we feel but it’s always hard to know what is the right thing to do. Only through experience can you know when it’s the right time to follow that gut feeling. Repetition is the name of the game people. Today, the guys are talking about following your gut instinct into those hard conversations. Joining the Bridge can help you become a professional wordsmith so that you know what to say when you do decide to follow that instinct. As long as you say it with kindness, you can pretty much say anything. Get the confidence and experience that you need to say what you are feeling in your gut!

In this episode, we talk about…

• Knowing the right time to deploy your gut instinct
• Becoming a wordsmith to be ready for the hard conversations
• Developing the habits of being honest and practicing empathy
• Building trust by showing years and years of experience
• Setting proper expectations with the team and homeowners
• Feeling to the core of you that something is fishy
• Formulating a game plan to make sure that the customer pulls the trigger
• Having the confidence to ask the uncomfortable questions

Links to resources:

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

There is a point when you are building your business, and doing anything in life, that you look to someone else in order to learn. No one has ever done anything great without being broken at some point. When that moment comes, it’s important to look for guidance and fully commit yourself if you want your business to succeed. That’s exactly what the guys are talking about today with CSA partners Tim and Greg. Remember, we become whoever we hang out with, so surround yourself with successful people who are driven and the inevitable will happen. If you’re really serious about changing your business, join The Bridge and see what lies on the other side of commitment. Knowledge is worthless without action.

In this episode, we talk about…

• Understanding the word tracks when closing a sale
• Buying in fully when you want to be successful at anything
• Looking for outside guidance when you have hit the breaking point
• Carrying yourself like the people that you hang out with
• Having resistance from your spouse when making a change
• Making time-related goals for outside of work
• What lies on the other side of commitment
• Getting serious about life and learning at a young age
• Differences between a wallflower and going all-in
• How winners differentiate themselves from losers

Links to resources:

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

There is one thing in life that scares people more than anything in the world, and it’s not what you might think. Change. Changing anything means starting over and an inevitable period of being uncomfortable. We as people are so resistant to change because of the fear of leaving what we know. The thing about change is if we are willing to do it, we can push our ceiling higher in the long run. Contractors fear the answers to the hard questions because it’s not a good feeling, but that’s the only way you are going to send your sales through the roof. Change your grip on your sales process.

In this episode, we talk about…

• Steve’s history behind “change your grip”
• Reasons that people avoid change in the sales process
• Biting off more than you can chew
• Being willing to say what needs to be said to the client
• Committing to working through that discomfort for a period of time
• Knowing that the customer has a number in mind
• Copying someone who is doing what you want to do
• Making the person on the other side of the phone feel important

Links to resources:

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

If you’re running your own business, you are no stranger to all kinds of pressure. However, there is one pressure that rises above all others, and that is the pressure of having no work. When there is no work, you enter freak out mode and that is the moment that you really have to kick things into gear. You don’t have to spend years to become a sales assassin, just join The Bridge and learn The Shin-Fu! Don’t let the work stop. Stay out of freak out mode.

In this episode, we talk about…

• Figuring out quickly if a prospect will turn into a customer
• Following The Shinfu steps to become a sales assassin
• Having the courage to have that hard conversation on the phone
• Customer fears and decision factors
• What “Just come on by” really looks like

Links to resources:

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.

Only 13% of prospects out there believe that their contractor truly understands their needs. 13%. Let that sink in. Now compare that to the percentage of contractors that believe that they know their prospects' needs and you will see a dramatic difference. Today, the fellas are here to talk to you about how The Shinfu can help you close that gap between what you believe and what your prospect believes. Active listening is the name of the game and if you say something stupid just to get out of there, you could potentially lose the sale. Use The Shinfu. Stay on the same page as your prospect. Get more sales.

In this episode, we talk about…

• What contractors think vs. what prospects think after a meeting
• The last thing we are doing when selling
• Listening deeper to understand someone’s true motive for picking up the phone
• Asking more and more questions depending on how they answer
• Asking permission to be honest or serious
• Getting from what the perceived problem is to the root issue
• Low-hanging-fruit skills that the Shinfu offers salesmen
• Knowing what weapon to pull out of your arsenal
• Why half of the people that reach out to you are not a good fit
• Wrapping your head around the customer’s reality

Links to resources:

The 5 Whys Method

CSA YouTube

CSA Facebook

The Bridge

Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business.