The Cash Flow Contractor
237 - Why Contractors Lose Sales with Joe Crisara
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!
53:48
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Quick takeaways
- Contractors often diminish service value by giving freebies, necessitating an emphasis on demonstrating substantial service value instead of reducing prices.
- Sales presentations should prioritize personal connections and emotional bonds over technical details to effectively convey the value of services offered.
Deep dives
The Impact of Free Offerings
Giving away services or products for free can inadvertently diminish their perceived value. Many contractors mistakenly believe they are providing value by offering freebies, but this often leads clients to undervalue the service. When clients perceive a price as too high, it is frequently due to a lack of demonstrated value, rather than the price itself. Contractors should consider that clients are often more impressed when they see an abundance of service rather than a reduction in price.
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