Too many reps walk into a home and start pitching without ever really understanding why they’re there, and that’s exactly why they lose the sale.

In this episode of Build to Win, we dive into what we believe is one of the most overlooked but most critical parts of the sales process: the needs assessment. 

We also walk through our full discovery doc, the exact questions we ask, and why each one matters more than most people realize.

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=12  

⚡ 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/ 

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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!