Episode notes
In this episode, Jerry sits down with flooring retailer Michael Soto to talk about the mindset shifts that helped him dramatically increase his close rate and raise his prices—all without losing business. They discuss why technical knowledge alone doesn't win customers, how simplifying your sales process leads to more sales, and why customers often choose the premium option when it's presented the right way.
They also dive into the book Go for No, exploring how embracing rejection can make you a better salesperson, plus practical strategies for overcoming "head trash," pricing with confidence, creating better presentations, and generating higher-quality leads through smarter marketing.
Whether you're an installer looking to grow or an established retailer wanting to sell more profitably, this episode is packed with actionable takeaways.
https://sotoflooring.com/
https://www.instagram.com/sotoflooringllc/