The Cash Flow Contractor 237 - Why Contractors Lose Sales with Joe Crisara
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Jan 2, 2025 In this engaging discussion, Joe Crisara, America’s service sales coach, shares his vast expertise in construction sales. He reveals common sales pitfalls that contractors face, emphasizing the importance of understanding consumer value. Joe narrates a personal sales failure story, highlighting lessons learned. He stresses the need for personalized service, effective communication, and a strong company culture. Joe shares four key strategies to stop losing sales, such as building relationships and offering varied pricing options. Tune in for practical insights to boost your sales success!
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The $9,857 Deck
- Joe Crisara discounted a job by 25% for a repeat client, Mary, assuming she wanted a lower price.
- She ultimately chose another contractor, Ron, who charged significantly more by offering additional services Mary actually desired.
Price vs. Value
- Contractors often misattribute lost sales to high prices due to ego.
- A perceived high price actually indicates a lack of demonstrated value to the customer.
Personalize Your Pitch
- Focus on the client's needs and personalize your service.
- Connect technical solutions to how they benefit the client's family and their lives.