Episode Details

In this episode of The Site Shed, host Matt Jones welcomes guest Brian Will to explore the art of negotiation, leveraging psychology for success. They delve into a sales process that empowers clients by offering choices based on their budget, emphasising genuine conversations and addressing specific needs. The four-box process in sales, including a fact-finding phase to overcome objections, is highlighted. Brian advises against using technical jargon, encouraging simplicity in explaining concepts and focusing on desired outcomes rather than technical specifications. Building trust through scripted phone conversations, asking questions, and highlighting value is emphasised. Brian's own journey in sales and understanding customer needs adds depth to this episode, providing valuable insights for enhancing negotiation skills.

Watch the video version of this podcast at https://youtu.be/_OFOlIG5OsM

Discussion Points:

04:28 - Sales success decoded: understanding psychology, objections, and conversions.
07:49 - Boost your sales process for home service companies with these actionable tips.
13:16 - Let your clients choose without prying into their budget. Empower them in the decision-making process.
15:17 - Tailored solutions for diverse budgets. Say goodbye to one-size-fits-all approaches.
20:18 - Reputation is key. Avoid cannibalising your business as a smaller player in the market.
25:22 - The 4-box process: introduction, fact finding, presentation, and closing.
29:26 - Ditch the technical jargon. Communicate simply to connect with your audience.
32:37 - Focus on the outcomes that capture hearts, not just the products.


Resources:

• No. The art of sales and negotiation - https://amzn.to/44esESq
• Listen to Brian’s podcast - The Dropout Multi-Millionaire
• Brian Will’s Website - www.brianwillmedia.com
• Get in touch with Brian at brian@brianwillmedia.com
• Get social with Brian at @theforcemm
• Get 30 leads in 90 days! Learn more here: https://tradie.wiki/offer
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• Join a global community of 6000+ trade professionals https://www.facebook.com/groups/TheSiteShed

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