Scaling Differences: Small vs. Large Contractors

What if the real reason you’re not closing deals has nothing to do with your leads and everything to do with your process?

In this episode, Sean Samson breaks down the myths around what makes someone great at sales, and why most people fail. Sean shares how he went from average to top 1% by mastering the process, not his ‘sales’ personality. He reveals why decent leads don’t matter if your close rate is broken, how to adjust pricing based on buyer beliefs, and the difference between sales and business development (hint: most people don’t know it). Whether you’re hiring your first sales rep or trying to close more deals yourself, Sean offers insights into creating scalable sales systems.

Topics explored in this episode:

(07:10) Understand the Game of Sales

*Sean knew if he wanted to be a 1% top performer in his industry, he had to know sales. 

*First things first, you need to understand why people aren’t buying from you. 

*You need consistency, and to have consistency, you need a process.

(9:40) Create a People-First Company

*Sales fall through because the customer didn’t have enough information. 

*...and they had the wrong price! You can adjust your price to the needs of the customer. 

*You run a sales call to find out what your customer believes and to meet them there. 

(19:15) Decent Leads, Horrible Close Ratio

*How are leads coming to you? 

*Why are they coming to you? 

*You need to track the customer journey through a CRM. 

(31:35) Business Development vs. Sales

*What’s the difference between business development and sales? Most don’t know!

*How do you get your sales guys to stay longer? 

*Most people fail at sales because they don’t understand there’s a structure and scalability factor to it. 

Thanks to Sean Samson for being on the show!

Learn more about Sean here: https://www.seansamsontraining.com/

Connect with Sean: https://www.linkedin.com/in/seansamsontraining/

Bill Gallagher, Scaling Coach and host of the Scaling Up Business podcast, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.

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Visit https://ScalingUp.com to learn more about Verne Harnish, our team of Scaling Up Coaches, and the Scaling Up Performance Platform, which includes coaching, learning, software, and summit. We share how the fastest-growing companies succeed where so many others fail. We help leadership teams with the biggest decisions around people, strategy, execution, and cash so that they can scale up successfully and beat the odds of business growth. 

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