TCF964: Don’t Sell Past Yes - Leave Meat on the Bone

Tom shares a crucial lesson on effective sales strategy: the importance of not selling past “yes.” If you’ve ever lost a sale by over-explaining or upselling at the wrong time, this episode is for you. Tom dives into how to recognize that sweet spot in a sale and emphasizes the value of leaving some “meat on the bone” for upsells after the initial agreement.Episode Highlights:[00:00] - Opening story: Losing a sale by selling past “yes”[01:27] - The risk of over-explaining and how it creates doubt[02:52] - Why keeping things simple closes deals faster[03:44] - The idea of “leaving meat on the bone” and timing upsells[04:43] - Empowering crew leaders to upsell and add value[06:09] - Examples of helpful upsell conversations with clients[07:33] - Training crew leaders and how upsells raise their leadership skills[08:32] - Success story: Crew leader generates a significant upsell[09:54] - Using upsells to fill schedule gaps and boost profits[10:47] - Commission structures for upsells and building a motivated team[12:05] - Creating an upsell mindset within the team without being pushy[14:08] - Real impact of small upsells on profitability[15:33] - Final advice: Train your team, leave meat on the bone, and don’t sell past “yes”Resources:💰 You didn’t become a contractor to struggle financially. Download our worksheet and start calculating a 50% gross profit on every job. It’s time to get your shit together! https://thecontractorfight.com/50/💸 Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap== Join us in BATTLEGROUND ==Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground== Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook== Grab the Gear ==https://gear.thecontractorfight.com/== Find Us on Social Media ==YouTube: https://www.youtube.com/c/TomReberInstagram: https://thecontractorfight.com/ig== Rate the Podcast ==Help your fellow contractors find the podcast! Please leave a rating/review!Apple PodcastsSpotifyMentioned in this episode:Be on the Contractor Intervention! - https://thecontractorfight.com/intervention