Remodeling Business Blueprint - Randall Soules and David Hawke discuss best practices to build a solid remodeling or trade contracting business
A New Method To Sell More Construction Projects
Manage episode 252052307 series 1171111
Get Notified Of Future Podcasts And Much More By Becoming A Remodeling Business Blueprint Insider. Join Today. It’s Free!
Today we are going to review a new sales method, taken from the book by Matthew Dixon titled “The Challenger Sale: Taking Control of the Customer Conversation”.
Splitting salespeople into five profiles. The research claimed that salespeople fell into one of five distinct profiles: The Hard Worker, The Reactive Problem Solver, The Challenger, The Relationship Builder, and The Lone Wolf
Construction Business Links:
- Get A Free Behind The Scenes Demo Of The Scientific Remodeling System
- The Construction Professionals Forum
- Affluent Contractor Website
00:02:59: Tech Tip of the Week: Mindnode Mindmapping App
00:06:38: Topic Introduction: The Challenger Sale
00:09:03: Salespeople can be trained
00:11:06: The 5 Profiles of Salespeople
00:12:43: Which type of salesperson sells the most projects?
00:14:57: The Relationship Salesperson's Profile
00:16:48: The Challenger Salesperson's Profile
00:18:03: Good salespeople are consultants first
00:25:33: Preesent solutions to your clients
00:26:54: Summarizing the Challenger salesperson
00:28:10: Train your salesforce
00:31:52: Two important questions
00:35:24: Conclusion and episode summary
00:39:46: Quote of the Week by Ryan Kavanaugh
Get the transcript >>
See acast.com/privacy for privacy and opt-out information.