Contractor Sales Training

Today, Tom is off rescuing his son from a broken-down car so Steve and Derek are running the show. The fellas are going to talk about everything that goes into The Shinfu, when and where it is used, and just how it goes when you get denied or turn a lead into a sale. Contractors get drawn out to what is called, “Hope Island,” otherwise known as getting the slow no. An in-person consultation is almost always followed by your lead going into witness protection. In today’s world, the play is over the phone and the guys are going to tell you just how to do it successfully and avoid wasting your valuable time.

In this episode, we talk about…

• The true secret to closing over 80% on the telephone
• What you can expect on Hope Island
• Training yourself as an expert in active listening
• Knowing exactly what you need to hear while taking in everything else
• Psychological effects of starting high while bracketing price
• How to use The Shinfu correctly
• How someone feels when they are truly heard
• Getting into autopilot for successful Shinfu

Links to resources:

Contractor Sales Academy

CSA YouTube

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.

Today the fellas are going to talk about the most common head trash complaint from contractors. That common complaint is to charge a consultation fee or not to charge a consultation fee. This is a tale as old as time and how contractors answer this conundrum has either made or broken their businesses. The fact of the matter is, a consultation fee is the absolute best way to avoid the circus that people want to put you through when they haggle and micromanage. They have been trained to play the game so turn on your BS meter, grow a pair, and charge a consultation fee.

In this episode, we talk about…

• Just what is a consultation fee
• How a consultation fee helps you navigate through the sea of BS
• Why clients have a problem with a consultation fee
• Why contractors have a problem with a consultation fee
• Doing things differently to stand out
• Growing the courage to charge a consultation fee
• Having the right spirit of the conversation
• What percentage are really mad about the consultation fee

Links to resources:

Contractor Sales Academy

CSA YouTube

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.

Today in the studio, the guys are going to talk about a very common problem for most contractors. That problem is dearly called STFU but for short it is called shutting your mouth. Keeping your mouth shut is the secret weapon to sales. If you talk too much, you are going to scare off the clients. There is simply no reason to speak until you have heard everything that you need to hear. So contractors, STFU!

In this episode, we talk about…

• What can happen when you simply shut your mouth
• The fellas trade stories where keeping their mouth shut saved the sale
• The power of silence
• How contractors usually fill the silence
• Why we answer questions that aren’t even questions
• Being present and what that looks like
• Asking the right questions to keep them talking
• Building trust through prolonged interaction using the 30:70 rule

Links to resources:

Contractor Sales Academy

CSA YouTube

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.

With Tom out of the studio today, Steve and Derek take the opportunity to talk about role-playing. It cannot be overstated how important it is to practice what you want to be good at. Practicing your techniques religiously will make you way more proficient than those who conduct the trial by fire technique. We have Travis in the studio to explain how the art of the Shinfu roleplay came to be and how to use it for the forces of good...sales.

In this episode, we talk about…

• Difficulties of starting to roleplay
• Slowing the conversation down to fend off objections
• What happens when you are unwilling to put in the work
• Consequences of putting in the work
• Changing the conversation with the customer
• Overcoming the initial fear of role-playing

Links to resources:

Contractor Sales Academy

CSA YouTube

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.

Time, you can kill it but you can make more of it. In this episode, Tom, Derek, and Steve talk about maximizing your time and effort when it comes to consultations. If you think, “there’s not enough time to do everything you need to do” than this episode is for you! They break down their own schedules and the strategies they use to get potential clients to tell you the truth before you jump in your truck and visit a potential job. Press play and learn exactly how to protect your time!

In this episode, we talk about…

• Why you need to collect a deposit check
• How winging it doesn’t work
• Ways to avoid “The Run Around” on bids
• The best way to capture Leads
• Why you need to join The Bridge

Links to resources:

Contractor Sales Academy - The Bridge

Contractor Sales Academy

CSA YouTube

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.

Today we’re going to talk about what it is to have a good partnership in your contracting business and how it can affect your company. When you have a good partnership, 1+1=3. By that, we mean that both parties together equal more than the 2 companies separately. If one of the partners is less than 1, making a partnership as the last saving grace to their business, then a partnership might not be for them. Running an entire business by yourself can be overwhelming. It is always good to have a shoulder to cry on. Ask yourself this question. Would you want to work with you?

In this episode, we talk about…

• Positives and negatives of having a partner
• Why most partnerships break up
• What to do to keep a successful partnership going
• Knowing if you should have a partner
• Creating a momentous culture in your company
• Importance of consistently open communication
• How a partnership helps sales
• Sharing time with your business partner

Links to resources:

Contractor Sales Academy

CSA YouTube

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.

Today we’re going to talk about setting yourself up for the easy 2-inch putt. You need to have a full game plan for your sales process so that no matter what comes your way, you will be prepared. When the objections fly, your training will kick in. The difference between an amateur and a professional is the training that comes in between. With training comes awareness of body language and how to read and react in different scenarios. Most importantly, it brings visualization and with that comes belief in yourself. If you can see it and you have the confidence to speak it, you can realize it.

In this episode, we talk about…

• Derek’s great accomplishment
• What most contractors do that costs time
• Entering a sales call fully prepared
• Importance of visualization
• You are what you believe
• Negative effects of poor self talk
• How changing thought affects your confidence
• Advice for the excuse makers
• Embracing a successful sales mindset

Links to resources:

Contractor Sales Academy

CSA YouTube

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’re all going to share our own biggest sales lessons from 2018. Also, you’ll get a piece of advice for 2019 from each of us. Have a great 2019!

In this episode, we talk about…

• Selling is truly a full-time job
• Listen to what the customer has to say
• You’ve got one shot to make your first impression - don’t blow it
• Everything is easier when you sell - don’t stop selling
• Make sure your personal and professional goals are in place

Links to resources:

Contractor Sales Academy

CSA YouTube

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.

What does making your bed have to do with the sales process? WINS. Sales is all about wins. In this episode, Tom and Derek talk about a winning mindset for setting a path for preparing to win your day and making more sales for your contracting business.

In this episode, we talk about…

• The most important sale of the day - everyday
• How to be more confident and how that affects your sales process
• Tom/Derek’s pre sales routine (Explicit!)
• How to be ready for ANY sales call
• How Time Kills Deals!
• Confidence come from knowing your numbers

Links to resources:

Contractor Sales Academy

CSA YouTube

New level Sales Training - The Bridge - for new contractors

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.

In today’s episode we talk about the number one response that a contractor is going to get after presenting their spiel. “I want to think about it.” What they really mean is I don’t have the balls to tell you to your face that that is too much money. It’s not that they want to jerk you around, it’s just how they have been conditioned to answer their entire lives.

We screw it up at the very beginning of our sales process because we don’t take control right out of the gate. Ask them what stage of the decision making process that they are currently at or what do I need to share with you to help you make a buying decision. If you can find that out early in the conversation, it will shock you how much time you can save. You have the right to respectfully ask direct questions, if the spirit of the conversation is one to benefit both parties. The truth will set you free.

In this episode, we talk about…

• Asking direct, respectful questions
• How to get around the lie
• Stop stealing time from your family
• Why prospects are conditioned to lie
• How to determine where the prospect is in the decision making process

Links to resources:

Contractor Sales Academy

CSA Facebook

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.