TCF1120: 5 Old Ways to Sell vs. The Contractor Fight Way

Implement the 'Shin Fu' framework to pre-qualify leads, saving time and only engaging with serious prospects.

Stop using 'going rate' pricing; instead, price with a 50% gross profit margin to ensure your business remains profitable and sustainable.

Avoid breaking down estimates line-by-line; offer clarity about the project scope without itemizing, explaining how comprehensive pricing offers better value.

When faced with price objections, remain calm and ask 'What makes you say that?' to understand the true concern, rather than becoming defensive.

Focus your sales conversations on the client's motives and pain points, asking open-ended questions instead of overwhelming them with technical details about your trade.

Actively listen and 'peel back' layers of client concerns (e.g., 'Sounds like you've had some bad experiences?') to truly understand their needs and contract around them.

Take control of the sales process from the first interaction to command respect, attract higher-quality clients, and set a positive tone for the entire project.