Explore every episode of the podcast The Build and Profit Podcast

Think of the very best sports figures from the past several decades.  The common thread was an insatiable desire to be the best, and they realized early on that the path to success was to constantly improve. 

In our final episode in the Sales Mastery Mini-Series with Bryan Kaplan, we are going to dive deep into how you can gain insane confidence in your sales process, pitching, and closing rate if you follow these key steps we’ll talk about today.  And he’ll share some secret weapons you can use right now.

It’s all about them, not you. This is the key ingredient not many are talking about, or doing in their business marketing and sales processes.  Ask yourself “what’s my prospects favourite topic?”.  It’s themselves.  If you focus on how great you are, you are boring your prospects and they won’t feel heard and won’t be attracted to your brand.

In Episode two we start at the beginning in understanding how the decision-making process happens for us.  Your clients are just like you, and often the way they buy mirrors how you do.  We just don’t often look at it this way.  

The reality of life is that the people you meet are strangers.  In a very quick time frame - some research suggests as short as 7 seconds - people will make a decision as to whether or not they like that person, and if they don’t like you - they won’t do business with you.  You don’t need to be best friends with your clients, but they need to like you on a deep primordial level. Armed with this knowledge, Episode Three will dive into how we make a great first impression, how we guide prospects through the journey.

Ask yourself this question: Can I walk a prospect through the steps to take them from a complete stranger to a paying client?  This is what it means to have a sales process.  So much of the time, a prospect disappears because we haven’t done a good job of keeping them engaged, kept them moving through a process, and ultimately are making it up as we go along.  

People aren’t stupid and they can sense instability and uncertainty a mile away.  In this episode, Bryan unpacks the steps in the process he teaches in his Sales Masterclass.

Here’s the deal… a very long time ago someone decided that the relationship of effort to money would be that you expend effort before being paid.  Pile on top of this probably the largest financial risk in any industry and you end up with a completely inverted financial relationship.  One in which you are responsible for shouldering the costs for someone else’s home until you reach an acceptable level of completion where you are paid back, and take a small profit in recognition of this work.

The only way to consistently change this relationship and get the clients that you want is to charge for your estimating and pre-construction work. This is a job cost and not something that you should do for free.