Description

In this episode, Tom Reber gets real about his early experiences in sales and the emotional journey that followed. He opens up about a time when he embodied every negative stereotype of a salesperson, pushing unethical deals that left both him and his customers worse off. Tom shares a turning point that led him to completely change his approach and build an ethical, value-driven sales process. This episode is a must-listen for contractors struggling with head trash around sales and seeking a way to sell with integrity.

In this episode, Tom discusses:

• [00:00] How Tom fell into unethical sales shortly after leaving the Marine Corps
• [00:21] The deceptive sales script and high-pressure tactics used by the window company
• [01:11] Becoming the top salesperson despite feeling conflicted and dirty inside
• [01:29] A pivotal sales call with a young family that triggered his turning point
• [02:23] Forcing high-interest financing on customers and consolidating their debt
• [02:53] The decision to quit despite high earnings due to moral conflict
• [03:34] How this experience created deep head trash around sales
• [04:07] Learning that it's possible to sell with integrity and still reach financial goals
• [04:18] The Shinfu sales process and its emphasis on truly understanding client motives
• [04:45] The cultural contrast between ethical selling and high-pressure tactics
• [05:15] Why zero-pressure selling builds long-term trust and better business outcomes
• [05:33] Addressing the belief that “your work should speak for itself”
• [06:01] Introducing The Contractor Fight's Platoon coaching group for ethical sales training
• [06:52] Invitation to apply for Platoon and start selling in a way that feels right

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