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Navigating The Sales Landscape: Scott Lollar's Podcast
Join us for an insightful conversation with Carl Utter, founder of Contractor Growth Strategy.
Carl's story is both fascinating and inspiring; from a thriving musician to a starving salesman,
and eventually becoming a successful sales trainer with a specialty in the painting industry. He
shares his invaluable lessons from his early days of selling insurance door-to-door and his
unique approach to reframing objections. Carl also provides valuable advice for commercial
painters looking to develop new accounts.
We don't just stop at Carl's journey. Together, we explore the philosophy of sales and emphasize
the importance of sales training in the residential and commercial trades. You'll learn why a
structured sales system is vital in today's competitive market, how to build rapport and trust with
customers, and why focusing on doing more things right rather than dwelling on mistakes is the
way forward. You'll also get a peek into the traditional sales system used by many contractors -
referred to as "show up, throw up, screw up, and follow up" - and understand why it's not as
effective anymore.
Listen in as we go deeper into the sales strategies and techniques specifically designed for
painting contractors. Carl reveals the best-selling system for painting contractors and the key
elements that make it work, such as setting am agenda, taking control of the sale, and
presenting the offer persuasively. We also discuss the concept of pre-engineered agreements
and getting something in return for providing a free estimate. This episode is packed with
insights and actionable advice, whether you're a painting contractor who sells, employs
estimators or sales employees, or simply looking to improve your sales strategy. Don't miss out!
Find More Episodes on PCA Overdrive: https://www.pcaoverdrive.org/beyond-1m-podcast
PCA Overdrive is free for members.
Not a member? Download the app on the Apple Store or Google Play and enjoy a 7 day free trial!
Become a member: https://www.pcapainted.org/membership-resources/
View all episodes
By PaintEd Podcast
4.9
5656 ratings
Join us for an insightful conversation with Carl Utter, founder of Contractor Growth Strategy.
Carl's story is both fascinating and inspiring; from a thriving musician to a starving salesman,
and eventually becoming a successful sales trainer with a specialty in the painting industry. He
shares his invaluable lessons from his early days of selling insurance door-to-door and his
unique approach to reframing objections. Carl also provides valuable advice for commercial
painters looking to develop new accounts.
We don't just stop at Carl's journey. Together, we explore the philosophy of sales and emphasize
the importance of sales training in the residential and commercial trades. You'll learn why a
structured sales system is vital in today's competitive market, how to build rapport and trust with
customers, and why focusing on doing more things right rather than dwelling on mistakes is the
way forward. You'll also get a peek into the traditional sales system used by many contractors -
referred to as "show up, throw up, screw up, and follow up" - and understand why it's not as
effective anymore.
Listen in as we go deeper into the sales strategies and techniques specifically designed for
painting contractors. Carl reveals the best-selling system for painting contractors and the key
elements that make it work, such as setting am agenda, taking control of the sale, and
presenting the offer persuasively. We also discuss the concept of pre-engineered agreements
and getting something in return for providing a free estimate. This episode is packed with
insights and actionable advice, whether you're a painting contractor who sells, employs
estimators or sales employees, or simply looking to improve your sales strategy. Don't miss out!
Find More Episodes on PCA Overdrive: https://www.pcaoverdrive.org/beyond-1m-podcast
PCA Overdrive is free for members.
Not a member? Download the app on the Apple Store or Google Play and enjoy a 7 day free trial!
Become a member: https://www.pcapainted.org/membership-resources/
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