“Remember, it’s not about selling harder — it’s about selling smarter. And smart starts with understanding the world your client lives in.”

In this episode, we will help business development reps shift from pitching services to solving problems, increasing trust, conversions, and long-term referral relationships.

This episode is tailored for restoration companies struggling to win work and compete with the big box names.

• Most independent restoration companies don’t fail because of poor service—they fail because no one knows they exist.
  Today, we’re talking about why it feels impossible to win jobs when you’re going up against the big box brands—and how to turn the tide in your favor.

Tired of grinding with no results...let's face it, restoration companies are struggling right now. Most of us are spending more time working IN the business rather than ON the business. Here are 5 strategies to turn your business around.

I know, I know...you're like what in the actual **** is a CSBSH sales rep? Well I guess you'll have to listen to find out!!!!!

Welcome to the "Death of Traditional Selling". In this episode we dive deep into the new age of solving vs. selling. Ask, Listen, Solve your way to success in restoration sales.

1. Why restoration sales require a different approach than general sales.

2. Why Industry-Specific Sales Strategies Matter

• The unique challenges of selling in the restoration industry.
• The importance of understanding insurance, emergency response, and customer pain points.
• How a specialized sales approach builds trust and credibility.

3. Key Sales Strategies for Restoration

• Relationship-Driven Sales:
  • Importance of networking with insurance agents, adjusters, property managers, and contractors.
  • How to establish long-term partnerships rather than one-time sales.
• Education-Based Selling:
  • Teaching prospects about the restoration process and what sets your company apart.
  • Using case studies and testimonials to build confidence.
• Urgency & Rapid Response:
  • Selling the value of immediate action to minimize damage.
  • Positioning your company as the fastest and most reliable solution.
• Differentiating Your Business:
  • Highlighting certifications, experience, and technology that make your services superior.
  • Addressing common objections before they arise.

4. Actionable Takeaways

• 1. Build a referral network with key industry partners.
  2. Craft a compelling value proposition based on restoration-specific expertise.
  3. Improve follow-up and relationship nurturing strategies.

Sales Technique: Painting the Picture in Disaster Restoration

In disaster restoration sales, one of the biggest challenges is selling a service that customers don’t think they need—until they do. Painting the Picture is a powerful sales technique that helps the customer mentally visualize a disaster scenario, compelling them to see the importance of having a trusted restoration partner in place before an emergency occurs.