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Landscapers Will Keep Undercharging Until They Redefine What Sales Really Means

⏱️ 16:07 🎤 Joshua Gillow, Savannah Gresham
AUDIO EPISODE
Landscapers Will Keep Undercharging Until They Redefine What Sales Really Means
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Chapters

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  • 0:00
    The 'Three Ss' of Sales
    Joshua Gillow introduces his core framework for sales success: State, Story, and Strategy, emphasizing the importance of internal mindset over mere tactics.
  • 0:58
    Early Entrepreneurial Journey
    Gillow recounts his beginnings, from selling rocks at age five at his mother's garden center to starting his first landscaping business, Timber Rock, at 18.
  • 7:34
    Father's Influence on Sales
    Joshua shares his father's foundational business philosophy: 'If you can help somebody, if you can serve them, if you can add value upfront, the money will always follow.'
  • 15:30
    Overcoming Money Mindset
    Gillow details how his limited 'poor money mindset' initially hindered his ability to charge appropriate prices and how he learned to overcome it.
  • 24:35
    From 25 Cents to $250K Projects
    He illustrates his progression from selling 25-cent rocks to managing multi-hundred-thousand-dollar projects, attributing this growth to personal development.
  • 26:22
    Business Growth Mirrors Personal Growth
    Gillow asserts that a business's growth is directly tied to the personal growth of its owner, stressing the need for continuous self-investment.
  • 28:55
    The Journey Versus The Goal
    The discussion shifts to the importance of appreciating the 'journey' and 'becoming' rather than solely focusing on achieving a goal, to avoid dissatisfaction.
  • 31:47
    The Gap and The Gain
    Savannah introduces the concept of 'The Gap and The Gain,' encouraging reflection on progress instead of dwelling on the distance to a goal.
  • 33:20
    Transformation Target vs. Goal
    Savannah elaborates on setting 'transformation targets' (who you want to become) over mere goals (what you want to accomplish), leading to more sustainable growth.

Speakers

J
Joshua Gillow
Host — Host of Sales Made Simple for Outdoor Living Pros
S
Savannah Gresham
Mill Creek Marketing

Key Takeaways

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Cultivate a positive internal 'state' and a supportive 'story' about selling before implementing any sales strategies.

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Reflect on and challenge your money mindset; if you feel conflict presenting prices, it likely stems from your own financial beliefs, not the client's capacity.

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Recognize that scaling your business and project values requires personal growth; your business won't outgrow you.

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Invest in continuous self-improvement and learning, as personal development is key to handling larger projects and client expectations.

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Focus on 'becoming' the person who can achieve your goals rather than just the goals themselves, finding satisfaction in the journey and celebrating milestones.

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Prioritize adding value and serving clients; financial rewards will naturally follow from a service-oriented approach.

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