In this episode of Beers with Contractors, hosts Will and Terry interview Jeff Peters, a national home service sales trainer and host of the Elevate In-Home Sales podcast, about what actually drives success in in-home sales. Jeff shares how he entered sales through a foundation and concrete repair company, became a top producer, and moved into coaching. He challenges common misconceptions that being “good with people” means talking more, arguing elite reps ask better questions, listen, and follow a consistent process—even when it’s boring—because process is scalable unlike owner-driven selling. He emphasizes building value before discussing price, rejecting “it won’t work in my market” thinking, and focusing on professional rather than social rapport. Jeff discusses training non-negotiables, role play with strong feedback, authenticity in interviews, and illustrates questioning techniques with stories from the field and a massage-chair sales experience.

00:00 Introduction

03:01 Jeff Sales Origin Story

05:19 Sales Myths and Listening

08:04 Trust the Process

10:15 Owners Breaking Process

13:27 Build a Process Fast

15:41 Mundane Wins in Sales

17:56 Market Mindset and Value

26:58 Pushing Sales Norms

29:11 Why Rapport Backfires

31:31 Professional Rapport Training

36:03 Golf House Wake Up Call

38:41 Interview Advice Authenticity

41:51 Sales Training Nonnegotiables

49:07 Power of Questions Story

54:54 Conclusion

Elevate In-Home Sales Podcast: https://podcasts.apple.com/us/podcast/elevate-in-home-sales/id1850173798

Foundation Rescue Supply Link:

https://www.foundationrescuesupply.com/

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