Understanding the motive behind a prospect’s desire to hire a contractor is vital to your success as a salesperson. This is the area that most contractors struggle with and waste the most time. Tom believes this is your secret weapon as a contractor, so come prepared for battle and ready to find the motive!

In this episode, we talk about…

  • Contractors waste a ton of time in their sales process
  • Finding the motive will turn your price into a nonfactor
  • 90% of the sale happens in this one step
  • Don’t skim over this part because you think you have the motive
  • Take the time to make this a second habit
  • You are competing with yourself every single day

Resources:

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