Contractor Sales Training

Silence is difficult to listen to. Sounds weird right? When it comes to selling, there’s a simple truth; those who are talking are losing and those who are silent are winning. Steve is in the house today with his son Logan to talk about the power of silence. If you can make yourself comfortable with sitting in that silence, then your customers will know that you are truly there to listen and they will dig deep for you. Learn to shut your mouth and let the silence speak for you!

In this episode, we talk about…

• Explaining the power of silence from the point of view of a contractor
• Using silence when trying to find out their motive
• What prospects talk about to fill the silence
• Setting yourself up for bracketed silence when talking about money
• Allowing customers to be in control by being completely open
• Why human nature will not allow the silence to continue forever

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.

What is going on with contractors? If contractors could grow the balls to be confident in charging a 50% profit margin the way that they defend why not to, then there would be way less struggling contractors! Derek and Tom are on the loose today and they are feeling feisty about this subject. All you need to do is learn from The Bridge and change your ways. Why do you need to learn from a tragedy before you can wrap your mind around charging for a 50% gross profit?

In this episode, we talk about…

• The social media post that started it all
• Where contractors get their poor training from
• Wrapping your mind around a 50% gross profit without a tragedy
• Importance of knowing all of your numbers
• Having a mindset that fully believes you can pull this off
• Going in with confidence that you are worth the price
• Presenting yourself well as a professional contractor
• Creative ways to play with the costs of goods
• Where you’ll stay when you make yourself a victim

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.

You’ve got to be able to see the dream before the money, before the success, even before you’ve done your first role play. You’ve got to be able to see the big picture or you won’t have anything to keep moving toward. With the fellas today is Dan Sherwood, owner of Sherwood Painting Services in Marblehead, Massachusetts. Dan is unique because he is one of the very few people who started a business from which he had no experience at all. What Dan knows is that contracting is a service business, and you don’t have to know the actual service to know how to run the business.

In this episode, we talk about…

• What Dan’s business looks like from 30,000 feet
• How Dan’s lack of experience actually set him apart
• The biggest difference between the first 5 years and the last 5 years
• Finding the right voice to connect with
• Reasons that Dan succeeded even when he had no money
• Constantly evolving within the Shin Fu
• Connecting with customers beyond just getting the sale
• Vital support that the CSA provides during times of need
• Favorite word track that helps connect on a different level

Links to resources:

Sherwood Painting website: https://sherwoodpaint.com/

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 your bank account is smaller than another professional in your field, then shut your mouth and listen, because no one wants advice from an out of shape person about how to get in shape. The boys are feeling a little feisty today. Nothing grinds their gears like people asking for the same advice over and over again. They hate this because these people are not following the advice that they are given, but instead are reverting back to what is going through their head. Your situation is not special. All you need to do is follow the process of the Shinfu and you won’t be hearing the same old rejections that you have always heard!

In this episode, we talk about…

• Why people cannot seem to follow advice from another person
• Insanity that reaches the boys’ ears from contractors
• How pain is going to change you or hurt forever
• Putting up with a little bit of short-term pain for long-term gain
• The correlation between vulnerability and courage
• Backing up all the talk with the walk

Links to resources:

How To Make Friends & Influence People

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 at a point in your business where you feel stuck, then it’s time to do the leg work. Josh Gadbois is in the house with the fellas today to talk all about how CSA changed his business. Two years ago, Josh was suffering from the same old holdups that contractors have been struggling with for years, lost time with family, failed face-to-face meetings, and a failing business. That’s when he decided to make a change and join The Bridge. Now, it’s been almost a year since he has been out without charging a consultation fee and it has changed everything. Be like Josh. Recognize the problem and take the necessary steps to make the changes or you will be stuck in that head trash forever!

In this episode, we talk about…

• 30,000-foot fly-by of Josh and his business
• How CSA has changed Josh’s personal dynamics
• Be willing to do the leg work and push through the no’s
• Getting the confidence to sell over the phone
• Advice for someone who can’t get past the roleplays
• Picking between the pains that lie on both sides of discomfort

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.

No matter who you are, the world is waiting to give you some no’s. That holds especially true if you are a contractor. Though there are a plethora of reasons that leads will say no, the most common objection will almost always center around money. As a contractor, you need to know how to respond to these objections in whatever fashion they present themselves. The fellas are going to walk you through how to handle those common objections like a professional. Break through the fear of losing a job and learn to have the hard conversations!

In this episode, we talk about…

• Being fearful to be totally honest with a lead
• Picking between the pain of doing cheap work or passing on a job
• Avoiding the habit of making assumptions about your own numbers
• Different types of people that stay in business
• Approaching people knowing that you need to raise your price
• Truly understanding someone’s motive for hiring a contractor
• Reverse engineering from where you want to be

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 a contractor, then your time is your most precious asset. More than likely, you are not using that asset to its fullest capability. Want to cut your time but raise your revenue? Well, you have come to the right place. Today, the fellas are going to take you through the Shin Fu Scorecard, the best way to get your time back by selling effectively and efficiently as a contractor. You can learn all about the Shin Fu and more by growing a backbone and joining The Bridge!

In this episode, we talk about…

• Calculating your sales rate per hour
• Cutting your sales hours in half while raising your numbers
• Tracking all of your numbers in both time and revenue
• Learning to sell a job without ever visiting the project site
• Spending enough time in your sales process so that it is second nature
• Action steps to take in order to triple your income and cut your working time
• The number-one detriment to any small business
• Recognizing the lifeboat when it is sent to you

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.

When you sell your services, do you sell with the same mindset that you buy? If you are not willing to pay the price of whatever you are selling, then you are going to have a hard time convincing other people that it is worth the price. As a salesman, you have to be willing to stand your ground on the price of your product because you actually believe in it. In today’s episode, the fellas are going to tell you how to stand your ground. If you find yourself trying to save the prospect money without them asking you to, then you better join The Bridge and learn how to do this thing with confidence. Make sure to stay for the P.S. from Steve for a great takeaway.

In this episode, we talk about…

• Selling differently than the way you buy
• Standing your ground on your price as a salesman
• Why you don’t need to be saving anyone else any money
• Selling like you are independently wealthy
• Two stupid things that all contractors do
• Believing in the worth of your product and yourself
• Showing confidence by knowing your numbers
• What can happen when you commit to selling at the right price
• Steve’s special P.S.

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.

How do you see yourself as a salesperson? If you’re like many contractors, the answer to that is pretty fantastic. Well, sorry to tell you, but you’re probably not that great unless you are part of The Bridge. Contractors seem to think they’re so great at sales because they have the gift of gab, but that’s actually a curse. The true salesman asks simple questions and shuts his mouth. Today, the fellas share their vision of great salesmen in 2020.

In this episode, we talk about…

• Understanding the vision of the prospect on the other side of the phone
• Learning to ask the simple questions and shut your mouth
• Knowing when it’s time to listen and time to sell
• Importance of seeing yourself as a salesperson first
• Redefining what it truly means to be a great salesperson
• How to know if you have a sales problem

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.

Vanguarding, when it comes to sales, comes to fruition when you as the contractor act as a precursor to all of the client’s cursing. Most guys don’t have the balls to do this, but setting the tone of the conversation before it actually happens can save you from stepping on a bomb later. Tom is out doing Tom things today, but Steve and Derek are going to tell you all about what it really means to vanguard. Enter these uncomfortable conversations on your own terms. Learn to vanguard.

In this episode, we talk about…

• Putting vanguarding in contractor sales terms
• Setting the tone of the conversation before it happens
• Getting to the money to avoid wasting your time
• Negatives of banking on the ignorance of the consumer
• Trying to lessen the blow of anything you’re about to say
• Learning by hanging out with people that are smarter than you

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.