EP62: Pre-Qualifying Leads The Right Way

How you communicate with potential leads can make or break your sales. Listen to learn why you must shift from trying to make a sale to genuinely trying to help people to get the leads you want!In this episode, we talk about…1st priority when on a sales call with a potential lead: Have a real intention to help themIf you’re the owner, you should make all sales callsAs an owner, you must know how to do sales before you even hire a salesmanConstruction is not about building things—you’re in the customer service business2nd priority with a potential lead: Create an affinity with themCreate a genuine connection with them to where they enjoy talking with youShift your mindset from making a sale to offering a genuine solution to their problemAsk the 8 questions and listen to what they sayThe meaning of DISC profiles:D: Dominance - places emphasis on accomplishing results. The bottom line—confidence is important.I: Influencers - places emphasis on influencing or persuading others, they're about relationships and naturally have an affinity for other people.S: Steadiness - places emphasis on cooperation, sincerity and dependability; they like things to remain steady and don’t like disruption.C: Conscientiousness - places emphasis on quality and accuracy, expertise, competency, they don’t want to be wrong.The benefit of using DISC profiles to know how to communicate with potential clientsHow personality tests can help you become a better leaderTips for making better sales calls:Don’t sell, consult and remove the pressure to close.Remember your job on the call is not to be right, your job is to provide the right information—don’t make the customer wrong.Stop interrogating, find out what their motive is and learn about them.Don’t use insincere flattery.Links to Resources:Learn how to better manage pressure in the Profit Club – www.hammerandgrind.com/theprofitclubFacebook group - https://www.facebook.com/groups/thecontractorprofitgroupFacebook – https://www.facebook.com/hammerandgrindpodcastInstagram - https://www.instagram.com/hammerandgrindpodcast/Website – www.hammerandgrind.comHelp us get the word out to other contractors by leaving us a review or sharing our podcast! Hosted on Acast. See acast.com/privacy for more information.