Contractor Evolution 216. Sell More by Putting the Customer First - Joe Crisara
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May 14, 2025 Joe Crisara, a renowned expert in contractor sales training and creator of the Pure Motive Service System, shares insights on elevating the sales experience. He discusses five key principles that promote client-centric solutions and integrity-driven sales. Joe emphasizes offering customers three tailored options to enhance engagement and satisfaction. He highlights the importance of genuine connections, effective communication, and overcoming fears in decision-making, transforming the sales process into a meaningful interaction focused on mutual success.
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Joe's Turnaround Story
- Joe Crisara shares his personal journey from running a failing plumbing business into debt to becoming debt-free by learning sales and business principles.
- He applied lessons from various success methodologies to transform his service contracting business successfully.
Customized Pricing Impacts Sales
- Pricing must be customized and relevant to each customer to create emotional impact and increase sales.
- Flat rate pricing alone lacks the personal connection needed to convince customers of value.
Conquer Fear with Action
- Face fear by acknowledging that it often comes from past or future illusions, focusing only on present actionable moments.
- Replace worry and fear with immediate action to reduce stress and improve outcomes.
