To The Point - Home Services Podcast

Why 99% of Salespeople Fail -Here’s the $42M Sales Process That Actually Works with Weldon Long

Feb 25, 2025

Weldon Long, a best-selling author and head of the Weldon Long Organization, shares his incredible journey from 13 years in prison to founding multi-million-dollar businesses in the home services industry. He emphasizes the power of mindset and personal responsibility in overcoming adversity. Weldon unveils his $42 million sales process, including tips on handling customer objections and the impact of his One-Year Buyback Guarantee in reducing risk for clients. His insights on building relationships and selling effectively are both practical and inspiring.

01:02:54

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Episode guests

Weldon Long

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Episode notes

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Quick takeaways

Weldon Long's journey from prison to building a $42 million business underscores the transformative power of mindset and personal responsibility.

The four core pillars of sales success—building relationships, investigating problems, solving them, and asking for the order—are essential regardless of changing tactics.

Addressing common sales objections proactively, such as price concerns, can enhance customer comfort and significantly improve conversion rates.

Deep dives

Transition to Contracting Success

The speaker highlights a pivotal shift from consulting to focusing on the contracting business, driven by observations of lucrative earnings within the private equity sector. After establishing a successful consulting career, the speaker re-entered the contracting world in 2019, strategically capitalizing on market opportunities during the COVID-19 pandemic. This move proved extraordinarily fruitful, as the speaker propelled their contracting company from inception to a remarkable $42 million in revenue in just five years. Ultimately, the company was sold to Apex, allowing the speaker to continue contributing to other businesses in the industry.

Intro

2min

Laughs and Lessons in Sales

5min

Navigating Sales Success in Changing Times

3min

Embracing Challenges: A Journey to Success

25min

Mastering Customer Objections in Sales

13min

Innovative Risk Reduction Strategies in Sales Promotions

4min

The Value of Trust in Sales Transactions

3min

Mastering Sales Through Preparation

8min

In this episode of To The Point Home Services, host Chris Yano and co-host Chad Peterman talk with Weldon Long, head of the Weldon Long Organization, a best-selling author, sales expert, and entrepreneur. Weldon shares his journey from spending 13 years in prison to building and selling multi-million-dollar businesses in the home services industry.

He explains how mindset, personal responsibility, and consistency are the foundation of success. Weldon also breaks down his sales strategies, including how to handle common objections and why eliminating customer risk with his One-Year Buyback Guarantee has been a game-changer. If you're looking for ways to improve your sales approach and grow your business, this episode is for you.

Key Takeaways:

From Prison to Prosperity – Weldon shares his powerful comeback story, how he changed his mindset in prison, and the pivotal moment that made him turn his life around.

The Power of Mindset in Sales – Why personal responsibility and resilience are critical to success, and how overcoming adversity helps you thrive in business.

The Four Core Pillars of Sales Success: Build Relationships, Investigate the Customer’s Problem, Solve the Problem, Ask for the Order - Don't forget to close.

Overcoming Common Objections – How to handle “I want to think about it,” “It’s too expensive,” and “I need three bids” before they become a problem.

Creating Irresistible Offers – Weldon explains the logic behind his One-Year Buyback Guarantee and how removing risk increases conversions.

The Role of Consistency – Sales and business success come from executing proven processes every single day- not luck.

Scaling and Selling a Business – Insights into growing a contracting company to $40 million-plus in revenue and successfully exiting.

Noteworthy Quotes:

“Consistent sales results come from a consistent sales process.” – Weldon Long

“If you don’t overcome objections before they happen, you’ll sound defensive at the close.” – Weldon Long

“Success isn’t about doing extraordinary things; it’s about doing ordinary things extraordinarily well.” – Weldon Long

“If they don’t buy from you, it’s because they didn’t trust you.” – Weldon Long

"You don’t have to do everything, but you have to do something." – Chad Peterman

Follow Our Guest Weldon Long on:

LinkedIn: https://www.linkedin.com/in/weldonlong/