Putting the Price Objection to Bed with Joe Cunningham of Success Track Network - Part 1

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business, Business:entrepreneurship

5.0 • 547 Ratings

🗓️ 6 February 2023

⏱️ 54 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

In today’s show, we are putting Joe Cunningham in your passenger seat to discuss an understanding of why the price is what it is so that you feel confident in overcoming pricing objections. Joe Cunningham is no stranger to pricing objections. In the industry for decades, he is an experienced, award-winning veteran of the home services industry. Joe has created multiple curriculum for organizations including his own Success Track Network. He was one of the first million-dollar sales experts in the HVAC trade in the 80’s. Today, he helps contractors, distributors, and technicians who want to succeed with his proven processes and trainings. On this episode, Joe walks through the components that make up price to build confidence in the value you are bringing and the importance of the education process at the table. Be sure you listen next week to part two as we continue the conversation.

Transcript

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0:00.0	Without doing that, without the tech taking the time to be visual and clear and concise
0:09.3	and explain to the homeowner what the actual effect and not replacing it is, he has a hard time with the price.
0:18.6	Number one, justifying it in his head because he knows we bought that
0:22.8	capacitor for a small less amount and it's only going to take him 20 minutes to put it in
0:27.1	because he is selling to himself, not to the customer who can't fix it themselves.
0:37.1	Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to plumbing, heating, air conditioning, and electrical.
0:48.9	More than a podcast, Waste No Day is a credo, a determination, a mindset.
0:54.5	It is a never-ending discipline. It is a never-ending discipline.
0:56.6	It is a refuse to lose pursuit.
0:59.1	It is a wake-up call every morning to waste no day.
1:03.1	Now here's your host, Brian Burton and Nate Minnick.
1:19.1	Hey, welcome to another episode of the Waste No Day podcast, your host, Nate and Brian, hanging out with you again on this fantastic start of the week.
1:22.9	And we're looking forward to part one of Joe Cunningham, joining us today from Success Track Network.
1:29.9	It's going to be a great conversation about communication and more about the in-home sales presentation and experience for the client.
1:37.5	But before we do that, we are going to have a little bit of conversation ourselves, and we're going to turn to Brian for our quote.
1:43.0	There isn't anything you can possibly do to make you better at everything you do than becoming a better
1:52.0	communicator i don't care if you're going to be a carpenter and being a carpenter is difficult
1:58.1	you will be a ten times better carpenter if you just learn how to communicate.
2:05.8	Dr. Jordan Peterson.
2:07.4	Oh, JP makes an appearance on the quote guest list.
2:12.7	That's probably not the first time.
2:14.1	I can't imagine it's the first time.
	...

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