The Wealthy Contractor Increase Close Rates With These Contractor Sales Fundamentals | Charlie Gindele (Ep. 252)
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Nov 10, 2025 Join Charlie Gindele, a seasoned home improvement executive and sales turnaround wizard, as he reveals how he transformed a struggling $100 million company’s sales culture. He shares essential sales fundamentals like the impactful one-call-close process and the importance of accountability in sales management. Discover the three commitments that drive customer decisions before pricing discussions, how to recognize warning signs in close rates, and why proactive lead generation trumps passive strategies. This is a must-listen for anyone looking to boost their sales game!
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Called In To Fix A $100M Sales Problem
- Charlie describes taking a temporary GM role at a $100M company that missed sales targets for 18 months.
- He discovered broken sales fundamentals and a morphed finance program that killed urgency and pipeline replenishment.
Require Commitments Before Revealing Price
- Remove gimmicky finance programs and return to a one-call-close done with 100% integrity.
- Require three commitments (product, workmanship, company) before price and then present four payment options.
Present Four Payment Paths And Create Urgency
- Offer four clear payment options (pay in full, 12mo no interest, low monthly, high-month longer term) to match buyer sensitivity.
- Then ask which option works best and anchor urgency by saying they must buy today to get that price.
