Join us for an insightful conversation with Carl Utter, founder of Contractor Growth Strategy. Carl's story is both fascinating and inspiring; from a thriving musician to a starving salesman, and eventually becoming a successful sales trainer with a specialty in the painting industry. He shares his invaluable lessons from his early days of selling insurance door-to-door and his unique approach to reframing objections. Carl also provides valuable advice for commercial painters looking to develop new accounts.
We don't just stop at Carl's journey. Together, we explore the philosophy of sales and emphasize the importance of sales training in the residential and commercial trades. You'll learn why a structured sales system is vital in today's competitive market, how to build rapport and trust with customers, and why focusing on doing more things right rather than dwelling on mistakes is the way forward. You'll also get a peek into the traditional sales system used by many contractors - referred to as "show up, throw up, screw up, and follow up" - and understand why it's not as effective anymore.
Listen in as we go deeper into the sales strategies and techniques specifically designed for painting contractors. Carl reveals the best-selling system for painting contractors and the key elements that make it work, such as setting am agenda, taking control of the sale, and presenting the offer persuasively. We also discuss the concept of pre-engineered agreements and getting something in return for providing a free estimate. This episode is packed with insights and actionable advice, whether you're a painting contractor who sells, employs estimators or sales employees, or simply looking to improve your sales strategy. Don't miss out!
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(0:00:00) - Sales Trainer's Journey and Successes
Carl Utter shares his journey from musician to sales trainer, discussing the importance of reframing objections and advice for commercial painters.
(0:09:22) - The Importance of Sales Training
Sales philosophy, training, and structured system are crucial for effectively communicating value and closing sales in the residential and commercial trades.
(0:21:00) - Painting Contractors' Selling Strategies and Techniques
Traditional sales system flaws, better alternative, conviction in what you sell, mutually agreed agenda, taking control, persuasive offer, pre-engineered agreements, tapping into emotions, positive customer experience.
(0:35:33) - Sales Training and Business Growth
Invest in a solid sales system for increased closing ratios and job sizes. Role-play and repetition bring value. Carl shares his successful sales training program.
(0:40:48) - Don't Go It Alone: Get A Coach On Your Side
Scott and Carl offer valuable insights and support to help you reach your goals. Check out the show notes for a Discovery Call to take your business to the next level.
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