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Listening Time 40 Minutes

Boost Your Sales Game with Proven Strategies

With Tom Reber

Episode Overview

Learn how to elevate your sales skills from seasoned expert, business coach and host of the Contractor Fight, Tom Reber. Discover techniques like the ‘profit touch’ to re-engage past customers and the Shin-Fu sales process that cuts sales time in half while increasing profitability. Gain practical tips on asking the right questions and adapting sales tactics to meet customer needs effectively. This episode is packed with actionable advice to help you transform into a sales powerhouse. Join host Adam Sylvester and Tom Reber, host of the Contractor Fight Podcast. 

Show Notes

  • Introduction to the episode and guests (0:35)
  • The importance of sales when transitioning from trade work to business ownership (02:31)
  • Adapting sales strategies based on changes in the economy (4:07)
  • Using the ‘profit touch’ strategy: reaching out to past customers to boost sales (6:28)
  • Listening in sales and avoiding technical jargon that customers don’t care about (8:56)
  • Brief discussion on the value of practicing sales techniques to improve performance (10:44)
  • How to use Jobber to become the company you want to be, and become a sales machine (10:48)
  • Asking the right questions in sales to understand customer needs and priorities (11:33)
  • Introduction of the Shin-Fu sales process that Tom uses to cut sales time in half and improve profitability (12:41)
  • A real-life example about how addressing specific customer concerns leads to winning a high-value project (15:33)
  • Pre-qualifying leads and handling different types of customers (22:23)
  • Asking the right questions to uncover client needs and motivations (27:17)
  • The need for sales discipline and avoiding negative assumption (31:28)
  • Handling objections related to price during sales discussions (35:06)
  • Adam’s takeaway tips: don’t wait for Google to keep feeding you leads – be proactive and go hustle, peel back the onion – ask questions and make your leads feel important and heard, create a pricing page – clients shouldn’t be shocked when they get in touch with you (37:38)

About the speakers


Adam Sylvester



Adam started Charlottesville Lawn Care in 2013 and Charlottesville Gutter Pros in the fall of 2020, in Charlottesville, VA. He likes to say, “I do gutters and grass! When it rains the grass grows and the gutters leak!” He got into owning his own business because he saw it as a huge opportunity to generate great income while living a life that suited him. He believes that small companies can make a serious impact on their communities and on every individual they touch, and he wanted to build a company that could make a big difference. His sweet spot talent is sales and marketing with a strong passion for building a place his team wants to work. Adam values his employees and loves leading people. While operations and efficiency is not something that comes naturally to him, he is constantly working to improve himself and his business in these areas. 


Tom reber

Host of the contractor fight podcast

Website: YouTube: @TomReber Instagram: @realtomreber

Tom Reber is the Founder of The Contractor Fight. His training has helped hundreds of thousands of home improvement contractors demolish mediocrity in themselves, at home, and in their businesses. The Contractor Fight is the ultimate contractor business school. The Contractor Fight Community has given contractors a place to turn for education, encouragement, and camaraderie as they work toward their next levels of success. Tom has had a diverse career as a Campus Minister, HGTV Host, Contractor, and United States Marine. Through his podcast and YouTube channel, he equips and inspires home improvement contractors to step up their game.

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