326: The Right Way To Sell (And The Wrong Way)

Sell Me This Pen If you saw the movie The Wolf of Wall Street you’ll remember the final scene where Leo, just out of jail and banned from selling stocks, is teaching a group of eager salesmen looking for the “silver bullet” of selling. Leo asks a nervous victim in the front row that classic sales manager question, “Sell Me This Pen”. The movie ends before we get the answer. Today, I show you the right way to answer this question and how it applies to home services sales. The 4 Takeaways: Establish the need and problem by asking questions. Then LISTEN. Provide a solution and get his agreement. Ask if there is an opportunity to expand and up sell the sale. Only after getting his agreement and trust along the way do we ask for the order and close the deal. The question is asked to make you feel uncomfortable. Turn it around and take control of the sale process. Resources: Time is running out! Are you eligible for the Employee Retention Credit (ERC)? Visit www.rpcfinancial.com to find out! Do you need help with your books? We have a certified Quickbooks pro who is waiting to help you! Email John or Dave or contact us on Instagram for more information! Connect with John DeLaurier:  www.calldrr.com, Instagram, and Facebook Connect with Dave via text message: 510-612-1450 Let me know if you’d like to join one of our new Mastermind groups for contractors. Email me: [email protected] or visit The Roofer Mastermind to sign up. Download my FREE 1-Page Business Plan template at www.theroofershow.com. Contact me about one-on-one coaching at www.theroofercoach.com. We need reviews of the podcast! Please leave a five-star review. It matters! Vetted Sponsors of the Roofer Show Check out the programs that will help you gain confidence in your sales process, become a better leader, and build a winning sales team at Salestransformationgroup.com/roofershow Tee up the sale and make a great first impression by having a friendly, professional receptionist answer your phone with Ruby Receptionists. Use this link for up to $150 off your first month’s service! get.ruby.com/theroofercoach Be the modern-day contractor! We help you leverage technology to generate, organize and maximize commercial roofing leads. Find out more about Peak Leads at Peakleads.io. Automate your systems and do follow-ups better! Check out ProLine and use promo code “Dave50” for 50% off your first month’s service!