Skip to content
POWER100
Join Free
Content

Why Hardscapers Lose Projects When They Skip This Simple Rule w/ Jon Valenta from General Pavingstones

⏱️ 37:54 🎤 Joshua Gillow, Jon Valenta
AUDIO EPISODE
Why Hardscapers Lose Projects When They Skip This Simple Rule w/ Jon Valenta from General Pavingstones
0:00
0:00

Chapters

Click to jump to section

  • 0:00
    The Two-Decision Maker Rule
    Joshua introduces the core topic: the necessity of engaging both decision-makers in high-value sales to prevent lost projects.
  • 1:06
    Avoiding 'One-Leggers' Projects
    John and Joshua discuss the common mistake of only meeting with one decision-maker (the 'bird dog') and the frequent outcome of losing the project when the other (the 'banker') is not involved.
  • 5:39
    Addressing Misaligned Needs
    The hosts highlight how spouses often have vastly different wants for a project, and neglecting one's needs leads to project failure.
  • 9:20
    Consequences of Skipping This Rule
    John describes issues that arise when only one decision-maker is present, leading to mid-project conflicts and wasted time.
  • 18:59
    Dealing with Unexpected Guests
    Joshua and John share experiences of unforeseen decision-makers (like parents or friends) joining meetings and the importance of including them in the conversation.
  • 32:21
    Respecting Time and Boundaries
    Joshua recounts an anecdote about setting boundaries around his time with clients and emphasizes the value of respecting one's own schedule.
  • 36:29
    Building Trust Through Punctuality
    John and Joshua discuss how being on time and providing timely communication builds trust with clients.
  • 45:27
    The Core 10 Sales Playbook
    Joshua concludes by recommending his book, 'The Core 10 Sales Playbook,' for further guidance on implementing these sales strategies.

Speakers

J
Joshua Gillow
Host — Sales Made Simple for Outdoor Living Pros
J
Jon Valenta
General Pavingstones

Key Takeaways

✦

Always insist on having both decision-makers present for sales conversations on high-ticket projects (typically over $2,000, and mandatory for $25,000+ projects with design elements).

✦

Qualify leads effectively by asking early if there are other decision-makers involved and schedule meetings when all are available.

✦

During meetings, actively engage both decision-makers, especially the quieter one, by asking direct questions to ensure their needs and concerns are heard and addressed.

✦

Establish clear boundaries around your time and process; if a client refuses to follow your system (e.g., meeting with both decision-makers), be prepared to respectfully decline the project.

✦

Prioritize punctuality and proactive communication (e.g., calling if running late) to build trust and show respect for the client's time.

✦

Be prepared to pivot and include unexpected individuals (like family members or friends) who may influence the decision-making process, as they might hold financial or influential sway.

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 →