Unlocking Sales Success On The Cash Flow Contractor

If you were taking your family or friends on a road trip, you wouldn't just get in the car and start driving in a random direction. At the very least, you'd first agree on where you were going. Then, as the driver, it's your responsibility to plan your route and any stops along the way.

As a salesperson, you're a guide, helping your customer reach their desired outcome. So why not plan in advance the same way you would if you were any other type of guide?

Khalil Benalioulhaj and Martin Holland invited Karl on their podcast, the Cash Flow Contractor, to talk about how Iceberg Selling helps you prepare to be the best guide you can be to your customers.

To show someone how to reach a desired outcome, you first need to share a vision. Karl, Khalil, and Martin discuss how salespeople, and entrepreneurs working in a sales capacity, can co-create that vision with their customers and lay out the path from the starting point to that eventual outcome.

This episode applies the principles of Iceberg Selling to the construction industry and its unique set of challenges. So, how can exploring the 90% below the surface apply to services like commercial and residential building or remodels? Watch the interview on YouTube or visit their website for links to your favorite podcast platforms.