Weldon Long - Turn Initial Resistance and Pricing Objections into Opportunities!
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Weldon Long is an entrepreneur, contracting business leader, mindset expert, and the bestselling author of “The Power of Consistency.” In 2003, after serving 13 years in prison, Weldon emerged from a homeless shelter as a three-time convicted felon, broke, and facing unemployment. Within five years, he built a contracting company that Inc Magazine ranked among the fastest-growing privately owned businesses in the US.
In this episode, we talked about the consistency principle, emotional selling, price objections, control in presentations...
Show notes
Introducing Weldon Long. [0:00]
Nate and Brian discuss the quote of the week. [0:06]
Highlighting the review of the week. [3:07]
Introducing Weldon Long. [11:47]
Weldon’s impactful beginnings in the HVAC scene. [12:57]
Learning from sales experts and mentors. [16:25]
The concept of “sales hallway” metaphor. [20:52]
How to overcome objections early. [27:25]
Role-playing examples of the sales process. [31:40]
Using logic and emotion in sales interactions. [36:56]
Maintaining control with a flip book during presentations. [38:14]
Building emotional connections with clients. [40:55]
The vague “I Want to Think About It” objection. [46:42]
The power of subtlety in objection handling. [52:51]
The “One-Year Test Drive” system. [1:08:41]
Using persistence to overcome final hesitations about price or commitment. [1:10:03]
Three books on Weldon’s reading list. [1:16:59]
How to get more information about Weldon. [1:19:28]
Resources And People Mentioned:
Facebook: Waste No Day!
YouTube: WASTE NO DAY
The Power of Consistency by Weldon Long
The Upside of Fear by Weldon Long
How to Master the Art of Selling by Tom Hopkins