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RERUN: Your Needs Assessment Is Your Secret Sales Weapon, Here’s Why
Too many reps walk into a home and start pitching before they’ve even earned the right to, and that’s exactly where the sale falls apart.
In this episode of Build to Win, we break down one of the most overlooked yet most important stages of the sales process: the needs assessment.
We’ll walk you through our full discovery doc, from the exact questions we ask to what we’re listening for and everything else in between.
We even touch on the power of pre-appointment materials (like our buyer’s guide) and how early conversations about financing can set expectations and make the close feel natural, rather than forced.
Listen in and learn:
- How to run a 30-minute discovery without it feeling like an interrogation
- Why deeper follow-up questions uncover real buying signals
- How to handle resistance and still keep the process smooth
- The one pre-appointment tactic that filters your best buyers
- How being honest (even when you’re not the right fit) can win trust
Tune in now to learn more!
Key Takeaways:
Introduction (00:00)
Why needs assessment is a must! (00:58)
Are you asking the right questions? (02:38)
Active listening for the win (15:32)
Always discuss finances early (32:30)
What happens before the appointment (37:37)
Being adaptable is EVERYTHING (42:37)
Additional Links & Resources:
🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=19
⚡ Learn more about us: https://www.builderprime.com/
📱 Connect with us on social media:
- Facebook: https://www.facebook.com/builderprime/
- LinkedIn: https://www.linkedin.com/company/builderprime/
- Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/
- John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/
- Instagram: https://www.instagram.com/builderprimecrm/
—
Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!
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By Jonathan Weinberg & John KolbaskaToo many reps walk into a home and start pitching before they’ve even earned the right to, and that’s exactly where the sale falls apart.
In this episode of Build to Win, we break down one of the most overlooked yet most important stages of the sales process: the needs assessment.
We’ll walk you through our full discovery doc, from the exact questions we ask to what we’re listening for and everything else in between.
We even touch on the power of pre-appointment materials (like our buyer’s guide) and how early conversations about financing can set expectations and make the close feel natural, rather than forced.
Listen in and learn:
- How to run a 30-minute discovery without it feeling like an interrogation
- Why deeper follow-up questions uncover real buying signals
- How to handle resistance and still keep the process smooth
- The one pre-appointment tactic that filters your best buyers
- How being honest (even when you’re not the right fit) can win trust
Tune in now to learn more!
Key Takeaways:
Introduction (00:00)
Why needs assessment is a must! (00:58)
Are you asking the right questions? (02:38)
Active listening for the win (15:32)
Always discuss finances early (32:30)
What happens before the appointment (37:37)
Being adaptable is EVERYTHING (42:37)
Additional Links & Resources:
🔥 Watch our **FREE** on-demand webinar and learn how to drive 20% net profit with systems and processes: https://www.builderprime.com/webinars/on-demand-webinar-drive-20-net-profit-with-systems-processes?utm_source=RedCircle&utm_medium=Audio&utm_campaign=19
⚡ Learn more about us: https://www.builderprime.com/
📱 Connect with us on social media:
- Facebook: https://www.facebook.com/builderprime/
- LinkedIn: https://www.linkedin.com/company/builderprime/
- Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/
- John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/
- Instagram: https://www.instagram.com/builderprimecrm/
—
Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!