Unlocking Success: Sales, Culture, and Hiring Insights with Tom Reber
Description
We’re sitting down with the master of sales today, Tom Reber. Get a sneak peek into the world of sales strategies and company culture as Tom imparts his knowledge on what it takes to excel in sales within our industry. Discover the secrets behind understanding customer motives and learn how to avoid the common traps that many fall into when navigating the sales process.
In my engaging conversation with Tom, we delve into the art of building the perfect team and the discipline required to achieve sales success. Tom and I explore the importance of refining your sales process and the impact it has when onboarding new talent.
Tom's insights on the personal touch and curiosity in sales will leave you rethinking your approach. We deep dive into the transformative power of storytelling in sales and marketing. And Tom highlights the significance of a thriving company culture and the strategic approach to proactive hiring. If you're looking to foster a successful environment in your contracting business, this discussion is not to be missed.
4:00 - Tom explains the inside-out game of success, the impact of personal discipline on sales results, and the challenges faced by service companies in the sales process.
8:09 - Tom emphasizes the importance of business owners embracing the sales role and refining sales processes before considering hiring salespeople.
12:35 - The significance of understanding customer motives and the impact of emotional connection in the sales process.
20:23 - The importance of taking time to optimize sales processes before hiring more sales personnel.
27:43 - Why it’s critical for salespeople to create personal connections and have genuine conversations with prospects.
38:48 - Tom shares the importance of continuous recruiting, the prequalification process, and understanding employee motives in the hiring process.
42:23 - Examples of understanding employee motives and how it impacts loyalty and retention in the company.
46:16 - The importance of accommodating employees' personal matters, such as family time, and the positive impact on employee satisfaction and loyalty.
54:50 - Tom explains the five-step prequalifying phone call process.
Mentioned In Unlocking Success: Sales, Culture, and Hiring Insights with Tom Reber
TCF738: Build Your Team With The Right Marketing Message With Jeani Ringkob
The Contractor’s Fight
Sell Unafraid: Unleash Sales Success Through Personal Discipline
Follow Jeani Ringkob on LinkedIn for more resources, strategy videos, tips and news from the Blacktop Banter Network
You can also schedule a call with Jeani to learn more about building and marketing your heavy highway construction business and access videos and free resources on the StoryBuilt.Marketing website.
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