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Listening Time 33 Minutes

How to Use Persuasion Selling to Win More Jobs

With Bobby Vickers and Ben Gonzalez

Episode Overview

Success in sales isn’t about being pushy; it’s about building trust and understanding your customers’ needs. In this episode, we explore how to use persuasion selling in a way that’s transparent and customer-focused. Learn how to overcome objections, create meaningful connections, and provide clear, inclusive options to help clients feel confident in their decisions. This is about offering value and earning trust—not just closing deals. Join host Adam Sylvester, with Bobby Vickers of Doorvana and Ben Gonzalez of White Picket Team & Executive Lawn Care.

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Show Notes

  • [00:00] Introduction to the episode and guests
  • [01:15] Fundamentals of persuasion selling
  • [03:29] Building trust through transparency and proactive communication
  • [06:10] Overcoming common objections in home services
  • [09:11] Benefits of providing clear, inclusive pricing to customers
  • [11:08] Differences between selling to homeowners and businesses
  • [15:23] Asking clients why they chose your business to build trust
  • [16:13] How leveraging tools can build credibility and enhance professionalism in sales
  • [17:41] Recognizing cues of client connection during the sales process
  • [21:36] Strategies to address client indecision without pressuring them
  • [26:57] Providing recommendations with options for confident decision-making
  • [28:47] Balancing premium product recommendations with client needs
  • [30:25] Adam’s key takeaways: Ask questions, be proactive with your objections, and focus on what the product does

About the speakers

HOST

Adam Sylvester

CHARLOTTESVILLE GUTTER PROS AND CHARLOTTESVILLE LAWN CARE

Website: adamsylvester.com

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. 

Guest

Bobby Vickers

Doorvana

Website: doorvana.com

Bobby is co-founder of Doorvana, offering turnkey garage door services for builders and homeowners. He has 15 years of experience in the home services industry, including growing a business from $3M to $17M as Chief Marketing Officer.

Bobby has fewer wins than losses but believes a few big wins are all you need to have a successful life. Read more books and take more action.

Guest

Ben Gonzalez

Executive Lawn Care & White Picket Team

Website: whitepicketteam.com

Ben Gonzalez is the Chief Operating Officer at Executive Lawn Care, a 7-figure lawn and landscaping company based in Texas. He is also the co-founder and Chief Operating Officer at White Picket Team. White Picket Team specializes in providing home service businesses weekly bookkeeping and financial management services, with over $27 million under their management today.

About Masters of Home Service

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