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[Music] all right welcome back everybody ryan groth here ceo of sales transformation group and i'm going to go through construction sales 101 uh this next segment we are going to talk about sales process and tactics so you heard me talk about individual goals sales goals kpis reporting the numbers knowing your numbers how you can change and and improve your sales organization by knowing those numbers one of my favorite things the best thing the central part of making all this work is when a sale when a lead comes in and the sales guy has an opportunity or an owner to do something with that lead what is the sales process if you don't have a sales process you're going to default to the prospects process and if you don't know this the default sales process which the prospect is going to lead you to is going to say hey i want a quote cool i don't need to be there just tell me the price all right um okay let me think it over right so and then you have uh you know low close rate all right so you got money left on the table and you're not growing it's like a leaky bucket water's coming right out money's coming right out so what we want to do is have a sales process that is going to squeeze the juice out of every single lemon that comes in and so if again if you don't have that process you'll default to the sales prospects process and then you'll do what i call bid and beg quote and hope spray and pray bit it and forget it right these are pretty good catchphrases we don't want to live in that world there's big consequences for that okay big consequences bad bad bad bad we will not grow that way so what you need to do is have a sales process that is milestone-centric all right so what do what does milestone mean it's hey when we when we hit this big milestone big things happen we also want a sales process that's going to be supportive of being relational why lowers the the resistance increases referrals helps people feel like they help them buy versus they feel sold okay so we gotta have relational i like to be consultative that sells your value you can improve your margins that's huge right sells your value it helps you qualify which means you're quoting the closable deals right closable not everybody's closable some of them are just not going to buy they're they're shopping you right and then um yeah so you want to be you want to focus on these i want to focus on these right here so if we can have tactics around the sales process that's milestone centric to help you be relational consultative sell value and qualify you're in really good shape okay really good there we go so i like to do this lead comes in right it should be pre-qualified now pre-qualified means that they're in the vicinity in the realm of icp ideal client profile right if you're doing residential landscaping and they want a window replacement then that should not be something that wastes the time of the sales person all right so the next thing once they're pre-qualified and you have some basic questions answered you should do a um you know the initial discovery call i like to call it disco the disco oh yeah so disco all right so that should be performed by sales person people want to talk to experts you want to extract the emotion and the in the problem okay cool thing is you could do discovery call and then and then uh find out their compelling reason to buy you could there's a few more tactics for sure in steps but you can also qualify on a few different places you can do it on the phone you do it on zoom you can do it in person i can promise you right now that if you do it on zoom phone or in person you're going to be in better shape and you're going to talk to more closable deals that are more qualified and you're going to be able to talk technical and spend all that time doing that and actually close a lot more closable deals if you do this faster than anyone else the prospect is going to call less people all right they're going to feel like you're capable and competent so less competition right less competition so when you do that there's less competition you're extracting the pain their desire their problem we do it on phones zoomer in person they're more qualified then you can get into all the technical stuff all right all right you might be thinking do i need somebody that's not sales related to do this and then no you should be the same person in most cases you can get into the technical stuff right so what's the uh you know the pricing all right you want to put the estimate proposal you know software's today could do all this in with one thing when you just know how to measure it all right and then you ask for the close all right i like what's called the inoffensive clothes all right so i'm gonna i'm gonna show you what that is here in a moment and this is my favorite clothes all right so do you believe that i understand your problem or your project i'm missing a ton that we teach but this is just a high level project do you believe i can help i have the competency so it's gonna be yes yes last is schedule looks like this schedule is x do you want my help okay and dot dot dot dot yes objection y tell me more get paid let's go okay so that is a little bit of our sales process tactic uh goodies and nuggets for you today i hope this has been super helpful again my name is ryan groth founder and ceo of sales transformation group and i'm really glad you tuned in to watch this content and if you've got any questions comments ask like share you know the whole deal thank you so much and go happy selling go close some deals you