Episodes
•38:30

EP62: Pre-Qualifying Leads The Right Way

Tonight's Episode

How you communicate with potential leads can make or break your sales. Listen to learn why you must shift from trying to make a sale to genuinely trying to help people to get the leads you want!

In this episode, we talk about…

  • 1st priority when on a sales call with a potential lead: Have a real intention to help them
    • If you’re the owner, you should make all sales calls
    • As an owner, you must know how to do sales before you even hire a salesman
    • Construction is not about building things—you’re in the customer service business
  • 2nd priority with a potential lead: Create an affinity with them
    • Create a genuine connection with them to where they enjoy talking with you
    • Shift your mindset from making a sale to offering a genuine solution to their problem
    • Ask the 8 questions and listen to what they say
  • The meaning of DISC profiles:
    • D: Dominance - places emphasis on accomplishing results. The bottom line—confidence is important.
    • I: Influencers - places emphasis on influencing or persuading others, they're about relationships and naturally have an affinity for other people.
    • S: Steadiness - places emphasis on cooperation, sincerity and dependability; they like things to remain steady and don’t like disruption.
    • C: Conscientiousness - places emphasis on quality and accuracy, expertise, competency, they don’t want to be wrong.
  • The benefit of using DISC profiles to know how to communicate with potential clients
  • How personality tests can help you become a better leader
  • Tips for making better sales calls:
    • Don’t sell, consult and remove the pressure to close.
    • Remember your job on the call is not to be right, your job is to provide the right information—don’t make the customer wrong.
    • Stop interrogating, find out what their motive is and learn about them.
    • Don’t use insincere flattery.

Links to Resources:

Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclub

Facebook group - https://www.facebook.com/groups/thecontractorprofitgroup

Facebook – https://www.facebook.com/hammerandgrindpodcast

Instagram - https://www.instagram.com/hammerandgrindpodcast/

Website – www.hammerandgrind.com

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