In this episode, Tom talks with The Fight coaches Dan, Tim, and Derek about business development and sales. They cover the nitty-gritty of what makes a salesperson stand out, the most important aspects that a contractor must get right to solidify a good relationship with their client on the sales call, and discuss different ways contractors can be clever about creating a winning sales strategy.   Conversation Highlights: [00:00] - Welcome notes and intro of Dan, Tim, and Derek [03:50] - Dan, Tim, and Derek's definition of sales [07:31] - Times when Tim and Derek looked at sales as slimy [09:21] - Things that make someone a good salesperson [12:03] - Dan explains his sales baseline [14:44] - Being empathetic in the sales process [19:05] - Letting the people pop into the conversation instead of giving them a solution [22:33] - Guidance for contractors on reaching their sales goals [24:18] - Understanding your daily number is the key to running a successful business [26:23] - An explanation of going rates  [30:23] - Being ethical in business [32:28] - People buy and pay according to their reasons [37:10] - Contractors are the creator of their circumstances [39:42] - Contractors shouldn't underestimate their power over sales [41:30] - Dan tells the story of his experience negotiating in Germany [47:23] - The biggest things The Contractor Fight coaching promises [54:25] - How Tom, Dan, Tim, and Derek are improving as salespeople [01:04:46] - Sales has to be your number one priority.    Resources:  ? Grab your copy of our FREE Contractors Guide to Spotting Cheap Prospects here: https://thecontractorfight.com/cheap    == Join us in BATTLEGROUND == Everything your contracting business needs in one comprehensive program with three main focus areas: Leadership, Communication, and Numbers. For more info, check out: https://TheContractorFight.com/Battleground    == Get your questions answered and connect with other contractors building stronger businesses in The Contractor Fight: https://thecontractorfight.com/facebook    == Let us help you take your business to the next level. Check out our Foundations Program: https://thecontractorfight.com/foundations/    == Grab the Gear == https://gear.thecontractorfight.com/    == Find Us on Social Media == YouTube: https://www.youtube.com/c/TomReber  Instagram: https://thecontractorfight.com/ig    == Rate the Podcast == Help your fellow contractors find the podcast! Please leave a rating/review!  Apple Podcasts   Spotify