024 - Finally Talking Sales with John Hill

To John Hill, “salesman” is a dirty word. Instead, he focuses on listening to customers, answering their questions, and providing them with a pergola that meets their needs. In this episode, you’ll hear how he connects with customers, what his entire sales process looks like, and how the owner of his company empowers him to be successful in his role.

Show Notes

How John got into sales at Green Okie. (1:28)
He’s been doing sales for about 5 years, but John doesn’t actually LIKE sales. What?? (8:28)
What does it really mean to listen to your customer? (12:22)
How do you find your ideal customer for your product or service? (26:04)
What does John’s sales process look like? How does he keep it efficient? How has it changed because of Covid-19? (30:19)
Is there an efficient way to qualify leads AND improve the customer connecting process? (44:50)
What are the essential steps in John’s sales process? (49:26)
John’s secret for spending no more than 15 minutes (usually only 5!) preparing a proposal. (57:02)
Pro Tip: Get your customer’s to put some skin in the game before you get too far down the road. (1:05:39)
What does Green Okie customer service look like? (1:19:17)
Why do owners need to hire a salesperson rather than try to do it all themselves? (1:22:54)
The power of timing jobs so you can offer customers a slight discount AND see a benefit to your cash flow. (1:38:04)
What should contractors be looking for in a salesperson? And what do contractors need to provide so their sales team is successful? (1:42:09)
Quote of the Day: “I’ll match their price when they match my service and quality,” and “I don’t sell on price because I don’t buy on price.” — John Hill (1:48:54)

Quotable Moments

“If you’re in business, you always want feedback because you’re always learning.” — John
“Nobody wants to be sold to, and they can absolutely tell when they’re being sold to.” — K
“I’m not here to sell you something. I’m here to meet your needs and to solve a problem.” — John
“People are buying from you because you’re listening to their emotions and you’re helping them achieve that emotional vision they have for their backyard.” — K
“You shine as a company when you do something unexpected.” — John
“If you don’t feel confident in asking for a deposit and bidding for what you know you have to have, raise your chin up and bid it properly. Don’t discount! If you do that enough, that becomes who you are.” — M

024 - Finally Talking Sales with John Hill

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