Skip to content
POWER100
Join Free
Content

TCF1120: 5 Old Ways to Sell vs. The Contractor Fight Way

⏱️ 25:07 🎤 Tom Reber
AUDIO EPISODE
TCF1120: 5 Old Ways to Sell vs. The Contractor Fight Way
0:00
0:00

Chapters

Click to jump to section

  • 0:00
    Old vs. New Sales
    The host introduces the topic of outdated sales methods versus the Contractor Fight approach, promising significant profit increases for those who implement the advice.
  • 2:58
    Commanding Leads
    Discusses how to stop chasing every lead and instead pre-qualify prospects using the 'Shin Fu' auditioning framework to attract better clients.
  • 6:33
    Intentional Pricing
    Explains the dangers of 'going rate' pricing and advocates for intentional pricing with a 50% gross profit model to ensure business longevity and profitability.
  • 10:48
    Estimates and Clarity
    Advises against breaking down estimates line-by-line, suggesting transparency without negotiating the process to avoid confusion and bad comparisons.
  • 13:42
    Handling Price Objections
    Teaches to stand firm and turn price objections back to the client with a calm, confident demeanor instead of becoming defensive.
  • 17:39
    Sales Conversation Focus
    Encourages selling around the client's motive and needs rather than getting overly technical, and using questions to uncover deeper pain points.
  • 22:14
    Taking Control Benefits
    Summarizes the benefits of taking control in the sales process, including building trust, commanding respect, attracting better clients, and setting the project tone.

Speakers

T
Tom Reber
Host

Key Takeaways

✦

Implement the 'Shin Fu' framework to pre-qualify leads, saving time and only engaging with serious prospects.

✦

Stop using 'going rate' pricing; instead, price with a 50% gross profit margin to ensure your business remains profitable and sustainable.

✦

Avoid breaking down estimates line-by-line; offer clarity about the project scope without itemizing, explaining how comprehensive pricing offers better value.

✦

When faced with price objections, remain calm and ask 'What makes you say that?' to understand the true concern, rather than becoming defensive.

✦

Focus your sales conversations on the client's motives and pain points, asking open-ended questions instead of overwhelming them with technical details about your trade.

✦

Actively listen and 'peel back' layers of client concerns (e.g., 'Sounds like you've had some bad experiences?') to truly understand their needs and contract around them.

✦

Take control of the sales process from the first interaction to command respect, attract higher-quality clients, and set a positive tone for the entire project.

Want the full experience?

Join Power100 for full access to every episode, AI-powered insights, personalized coaching, and a network of industry leaders.

Join Power100 →