In this episode, Jon & Michael interview Russel Godoy, one of the top painting sales reps in the PaintScout database. Russel shares his journey and success in the painting industry, emphasizing the importance of having a growth track and his goal-setting strategies, including setting monthly and yearly goals and breaking them down into smaller, manageable targets. Russel also shares his approach to achieving a high closure rate, which includes setting Next Step agreements with clients and following up consistently. Russel’s focus on setting the table and understanding the client's pain-points has contributed to how he builds trust and rapport with the client, and his overall success as a sales rep.

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This conversation discusses the importance of follow-ups in the sales process and provides strategies for effective follow-up communication in the painting industry. Jon Bryant & Michael Murray cover topics such as how to start the follow-up process, taking ownership of follow-ups, setting specific dates and times, challenges in getting back in touch with customers, best follow-up methods (automated vs. manual), effective communication in follow-ups, and avoiding desperation — i.e., what do when you’ve been ghosted. Finally, this episode emphasizes the importance of maintaining a professional approach, and understanding the customer's perspective and values.

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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In this episode, Jon Bryant & Michael Murray discuss how to handle the busy season in the painting industry and avoid burnout. They emphasize the importance of being intentional with time management and setting parameters for scheduling estimates. They also discuss the ideal number of estimates to do in a week and the impact on close rates. They share their strategies for lead vetting, including using videos and pictures to assess the project and determine if it's a good fit. Finally, they discuss the importance of building relationships and preparing for the winter season in advance.

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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Today, Jon Bryant & Michael Murray discuss the five words no painting company ever wants to hear: “Your price is too high.” They explore 3 reasons that price objections can occur, how sales reps can handle these situations, and how to avoid getting this response in the first place.
This episode emphasizes the importance of price conditioning and having budget conversations early on in the sales process. The hosts discuss the customer's perspective and emotional response to price (i.e., sticker shock). And finally, they highlight the need to focus on value-based selling throughout the entire sales process and why it's so important.

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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In this conversation, Jon Bryant & Michael Murray have Mark Glinskiy on the podcast to ask the tough questions about sales software — and they leave nothing on the table! Mark is on the search for software to implement in his painting business, and so their conversation covers a variety of topics, including the limitations of the sales process, the benefits of using more than one system, and some unique PaintScout features that will level-up your business.

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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PaintScout X (as in "experience") is a virtual conference taking place on April 10-11, 2024. It aims to provide valuable insights and knowledge to help painting business owners and sales reps improve their skills and grow their businesses. The conference features a lineup of experts who will share valuable insights and strategies for success in the painting industry. In this episode, Jon & Michael go over the sessions and speakers, and tease out what you can expect overall. To register to attend, please visit paintscout.com/x.

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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In this episode, Jon Bryant & Michael Murray discuss strategies of top sales reps in the painting industry by revisiting a presentation they recently shared at the PCA EXPO 2024. They include data-driven analysis of the characteristics of successful sales reps, and reflect on their own experiences both in sales and in running successful businesses. This episode provides valuable insights and actionable tips for improving sales performance in the painting industry.

Listeners may find you get more out of the presentation by watching it on YouTube at https://www.youtube.com/@paintscout.

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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In this episode, Jon Bryant & Michael Murray interview Dave Bryant, a successful Sales Rep and Project Consultant in the painting industry, about his strategies for generating referrals. Dave shares his experience of building a strong referral network and explains the importance of nurturing relationships with clients and industry professionals. Dave also emphasizes implementing visual aspects for referral networks, and describes the diagram/tool he uses called a "Referral Tree." The episode concludes with advice for painting companies and sales reps looking to start building their own referral networks.

Referral Tree Example: https://www.paintscout.com/blog/#education

This podcast is powered by PaintScout — #1 Sales & Estimating Software for Top Painting Contractors. Learn more at https://www.paintscout.com/

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