By Sales Transformation Group.
Stephen McPhatter, the owner, operator and president of All-Brite Painting Inc., knew he needed to understand how to be a good salesperson in order to win more jobs. “I never liked feeling like I was a ‘salesman,’” says Stephen in a video case study. “I didn’t like the stigmatism of sales—the bad reputation of ‘dirty used sales car man.’”
He says the light switch moment happened when he joined Sales Accelerator with the Sales Transformation Group. After just a few videos, Stephen learned that being in sales means powerfully improving your negotiating skills and developing a proven process.
“It's the language. It’s how you talk. It's how you go about the process and it's also the mindset you have going into that sale," says Stephen. “Whereas before I never really thought about any of that, I just went in and tried to be the best version of me, educate people as much as I could about our process, our products that we would use and then just rely on that information.”
Stephen talks about how he landed a $48K job from learning how to build relationships and a streamlined process of a streamlined sell. “It was a huge win for us, we were bidding against guys who were way more experienced in this segment of painting and had been doing it a lot longer.”
Stephen also speaks on how taking a few of STG’s courses has helped him realize he needs to bring on more help to delegate work to people so he can focus on running the business and accomplishing the goals he has for All-Brite. “What I have learned from the few videos I have watched so far has been very impactful.”
Stephen ends the interview with these words of advice for contractors considering joining the Sales Transformation Group.
“If you don’t have a streamlined process, that baseline sell—then you are leaving money on the table—you are losing jobs and it is more or less because of the process,” says Stephen. “Once you have a systemized selling process, your closing ratio starts to go up, once you start selling and you develop this process and you have that process going, then they're looking at the value a little bit more.”
If you'd like to see these types of results for your sales team then Schedule a free 15-minute consultation with Ryan’s team and discover how their Sales Transformation Process applies to your business.
Original article source: Sales Transformation Group