June 26, 2022

THE COMING STORM When I lived in Philadelphia, anytime the weatherman said it was going to snow, the region came to a halt.  To prepare you went to the supermarket and loaded up on bread, eggs, and milk. God, knows we didn’t eat those items much, but it’s what you did in case you were

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May 24, 2022

Every day your ideal customer is evaluating your painting services, your reputation, and your price, searching for what they consider to be the “best value.” The problem is that Painting contractors and estimators are not taking the time in your estimates to ask enough questions, to determine what “best value” means to the customer, and

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May 24, 2022

It’s more important than ever to sell at higher prices. If you’re reading this, you most likely own a painting business. What that means is for every dollar you make, 40 to 60% of your sales goes to pay for labor and materials. That means you have only 40 to 60 cents of every dollar

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April 21, 2022

While you can’t stop ‘price objections, what you can do is emphasize the value a customer receives in a way you win the job. The objection says, “You’re just too high.” Or “You’re more expensive than my other two quotes. This objection can be expressed in various ways, but it is usually about price. Why

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April 16, 2022

I’ve had so many requests asking for tips on overcoming sales objections, and I know that I can’t ignore these requests any longer. When selling painting services, most objections usually come down to 2 things: money or timing. One is a real objection, while the other is a condition that can’t be resolved with sales

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