352: Closing The Sale: Why Conversion Beats More Leads with Ryan Groth

Getting more leads does NOT equal sales success! Leads that aren’t well-qualified and specifically targeted will waste your valuable time. We are diving into this topic in today’s show. Join us! Before Dave and John get into the interview with today’s expert guest, they discuss John’s rebranding process at DeLaurier Roofing, especially how he’s going about this expensive endeavor. Rebranding expert Dan Antonelli helped uncover the basics with us in Episode 333, "Is Your Roofing Business Branded or Blanded?"   Today’s guest is Ryan Groth from Sales Transformation Group. He has been on the show several times before, including his most recent appearance in  Episode 199, "What is Your Definition of Success?" Ryan discusses how to sell and why selling skills are important. The most important starting point is your WHY. What is your destination? Where are you headed? To be successful in roofing sales, you have to ask the right questions to the right people and listen for the answers.   Dave and John discuss how our definition of success changes over time and why it helps to revisit your business goals several times each year. The Roofer Coach’s 1-Page Business Plan can help point you in the right direction. Find the instant download at www.theroofershow.com.     What you’ll hear in this episode: What’s going on for Ryan right now–and why shared goals and vision are vital John’s definition of success and how it’s changed over the years How to identify your “leashes” that keep you stuck How Ryan uses the Sales Competency Assessment–and how it shows that only 4% of those evaluated are strong at consultative selling Why training, coaching, and education for salespeople can flip the numbers on your sales performance Why there is always more to learn in the sales process How a 2, 3, or 5% increase in your close rate can make a life-changing difference for your company Why we need “unconscious competence” to demonstrate our skills in the marketplace without effort The fastest ways to make money and grow your roofing business Why your close rate sucks: you are speaking to the wrong people and you can’t sell How Sales Transformation Group helps improve close rates through their patented ATTMO methodology (Analyze, Train, Transform, Measure, and Optimize) Ryan’s highlights of events and programs for contractors that are offered by STG Resources Mentioned: Connect with Ryan Groth and Sales Transformation Group  Website  Instagram  LinkedIn  YouTube Book Recommended by Ryan The Gap and The Gain by Dan Sullivan 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:<a style= "text-decoration: none;"...