The Contractor Fight with Tom Reber TCF1036: Buying Habit
In this episode of the Contractor Fight Sales Podcast, Tim and Derek dive into the nuances of shifting sales behaviors, buyer habits, and the importance of qualifying leads in today’s market. They share personal stories and tactical approaches to avoid wasting time on unqualified prospects, and emphasize the importance of staying proactive through seasonal slowdowns. This episode is a candid look at the sales hustle, complete with humor, tough lessons, and actionable insights for contractors looking to close more deals without falling into the "Hope Island" trap.
In this episode Tim and Derek discuss:
- The shift from order-taking to hunting mode in sales post-COVID
- Why pre-qualification is essential before writing proposal
- The danger of counting “maybes” as sales and how it leads to Hope Island
- How to avoid wasting time with uncommitted prospects
- Tactical follow-up methods to stay top of mind with potential clients
- Using empathy to understand a buyer’s timeline and financial behavior
- The value of staying visible and nurturing leads through seasonal lulls
- Insights into how saving habits affect buying readiness
- Leveraging social media and video content to educate and attract the right clients
- Dealing with online haters and staying committed to your sales process
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