🎯 Pretending the "invisible spouse" or "invisible boss" is present during sales conversations can shorten the sales cycle and facilitate easier buying decisions.

🤔 Asking customers what their spouse or boss would think about specific features validates understanding of needs and concerns, potentially revealing more insightful information.

😊 By addressing concerns as if the absent decision-maker were present, salespeople can extract more genuine thoughts from the customer and accelerate agreement.

🚫 When customers mention needing to consult others, avoid taking it personally or attempting to sell to the higher authority directly.

💡 Instead of directly asking about the spouse's or boss's opinion, inquire what the customer thinks their spouse or boss would think, encouraging more authentic and informative responses.

🎯 Cold, warm, and hot lead categorization enables sales teams to prioritize efforts and allocate resources more efficiently, focusing on the most qualified and interested prospects.

🔍 A lead is defined as contact information for a potential customer who might be interested in a product or service, distinct from a prospect or customer.

🤝 Referrals are a key source of high-quality leads, which can be cold, warm, or hot depending on the source and level of qualification.

📊 Understanding lead definitions and categories is crucial for developing effective sales strategies and lead generation processes.

🎓 The Sales Influence Podcast offers valuable insights on sales strategy and lead generation, serving as a resource for sales professionals to enhance their skills and knowledge.

15 Step Contractor Sales Process

Designed specifically for contractors and businesses that serve residential customers, such as those in roofing, landscaping, or pool installation. Start with qualifying potential clients and setting appointments. The process continues with on-site preparations, initial greetings, and thorough questioning to understand the client's needs. Victor outlines a multi-stage walkthrough and debriefing process for the service area, leading to an upfront agreement that manages client expectations. Prepare and presentation of multiple quote options, securing commitment, contract signing, and scheduling the service.