Putting the Price Objection to Bed with Joe Cunningham of Success Track Network - Part 2

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business, Business:entrepreneurship

5.0 • 547 Ratings

🗓️ 13 February 2023

⏱️ 85 minutes

🔗️ Recording | iTunes | RSS

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Summary

In today’s show, we are putting Joe Cunningham in your passenger seat to discuss pricing, communication, and much more. Joe Cunningham has been in the home services industry for decades and has trained tens of thousands of technicians. He has worked with the largest and most well known best practice groups to help them create their training programs and procedures. He was President of Future University, the industry’s first contractor owned premier training organization and was instrumental in the first wave of industry consolidation. In today’s episode, Joe continues the conversation about pricing and why understanding what goes into a price allows for more confident presentations. Plus, Joe goes over more great questions to ask while in the home to gain not only permission, but understanding about why exploring all areas of the home is beneficial. Make sure you listen to part one last week before you catch this great conclusion.

Transcript

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0:00.0	Too many times the customer comes back to, oh man, that's a lot of money.
0:06.2	I wouldn't expecting that much.
0:07.8	Well, here's the thing.
0:08.8	We immediately become defensive at that point.
0:12.2	That's the wrong thing to do.
0:13.5	We become an ultimately weakly position when we're trying to explain why we're trying to help him.
0:19.6	So when they bring that up, you have to ask the question.
0:25.2	Yeah, it does seem to be a lot of money. Why were you surprised about that amount for this much work?
0:31.8	And shut up.
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, Nate and Brian
1:19.0	hanging out with you again, and we're looking forward to the continuation of the conversation
1:22.8	we started last week with Joe Cunningham.
1:25.5	That's right.
1:25.8	He's joining us for part two of overcoming the
1:28.6	price objection and putting it to bed. And we're going to discuss that and so much more today.
1:32.7	And we're going to have a good time while doing it. But before, Brian and I are going to spend
1:35.7	a little bit of time breaking down those ideas for yourselves. We're going to turn to Brian for
	...

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