Professional Builders Secrets Episode 47: The Discovery Process With Russ Sky & Andy

Описание: In episode 47 of the Professional Builders Secrets podcast, we’re joined by Co-founders of the Association of Professional Builders Russ Stephens and Sky Stephens, along with APB’s Head Coach, Andy Skarda. Throughout this episode, the trio go over how to create an effective discovery process for a building company.

Inside episode 47 you will discover

The different discovery questions you need to ask

Some great examples of discovery questions

The ways in which you can manage expectations

How to spot red flags

Where most builders struggle when it comes to the discovery process

And much, much more.

Listen to the full episode to find out the impact a discovery process can have for your building company.

To listen to more Professional Builders Secrets podcast episodes, click the link below:
https://associationofprofessionalbuil...

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0:00 Introduction
1:44 Discovery process
2:56 How it can impact the business
5:49 Selling on value over price
6:57 About discovery questions
14:00 Can you integrate qualifying and discovery?
16:46 Examples of discovery questions
20:17 Managing expectations
21:18 Financials and budgets
24:45 Tone of voice in the discovery session
26:01 Best practice with discovery questions
29:14 Looking for red flags
32:09 Conversational techniques
38:58 Where builders struggle with the discovery process
43:13 Getting builders to love the sales process