The Contractor Fight with Tom Reber
TCF1010: Training Builds Confidence
Apr 12, 2025
Tim and Derek explore the transformative power of training in sales. They emphasize that practice fosters autopilot-level confidence, making every call smoother. Active listening is crucial for aligning client expectations with reality. They also discuss how preliminary estimates can qualify leads and the significance of asking the right questions to uncover savings. Patience plays a vital role, as does consistent follow-up to turn cold leads into loyal clients. It's all about communication, trust, and continuous growth in the contracting world.
15:56
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Quick takeaways
- Consistent training and role-playing in sales processes cultivate autopilot-level confidence, enhancing communication and promoting successful outcomes.
- Building trust through regular follow-ups and adaptable consultation fees fosters long-term relationships and increases future sales opportunities.
Deep dives
Autopilot in Sales Conversations
Being in sales for a long time often leads to a state of autopilot during conversations with potential clients. This phenomenon was illustrated through a recent interaction regarding a customer's landscaping project, involving features like urns and spheres. The salesperson engaged actively by listening carefully to the client's needs and mirroring their concerns, which allowed for a smoother flow of information. Despite having a standard price in mind, the salesperson was able to adapt their approach and maintain flexibility to align with the client's budget.
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