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TCF1029: I Was an Unethical Salesperson
In this episode, Tom Reber gets real about his early experiences in sales and the emotional journey that followed. He opens up about a time when he embodied every negative stereotype of a salesperson, pushing unethical deals that left both him and his customers worse off. Tom shares a turning point that led him to completely change his approach and build an ethical, value-driven sales process. This episode is a must-listen for contractors struggling with head trash around sales and seeking a way to sell with integrity.
In this episode, Tom discusses:
- [00:00] How Tom fell into unethical sales shortly after leaving the Marine Corps
- [00:21] The deceptive sales script and high-pressure tactics used by the window company
- [01:11] Becoming the top salesperson despite feeling conflicted and dirty inside
- [01:29] A pivotal sales call with a young family that triggered his turning point
- [02:23] Forcing high-interest financing on customers and consolidating their debt
- [02:53] The decision to quit despite high earnings due to moral conflict
- [03:34] How this experience created deep head trash around sales
- [04:07] Learning that it's possible to sell with integrity and still reach financial goals
- [04:18] The Shinfu sales process and its emphasis on truly understanding client motives
- [04:45] The cultural contrast between ethical selling and high-pressure tactics
- [05:15] Why zero-pressure selling builds long-term trust and better business outcomes
- [05:33] Addressing the belief that “your work should speak for itself”
- [06:01] Introducing The Contractor Fight's Platoon coaching group for ethical sales training
- [06:52] Invitation to apply for Platoon and start selling in a way that feels right
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Published on 6 months, 2 weeks ago