Today, Jon Bryant & Michael Murray discuss the five words no painting company ever wants to hear: “Your price is too high.” They explore 3 reasons that price objections can occur, how sales reps can handle these situations, and how to avoid getting this response in the first place. This episode emphasizes the importance of price conditioning and having budget conversations early on in the sales process. The hosts discuss the customer's perspective and emotional response to price (i.e., stick...
May 01, 2024•58 min•Ep. 13
In this conversation, Jon Bryant & Michael Murray have Mark Glinskiy on the podcast to ask the tough questions about sales software — and they leave nothing on the table! Mark is on the search for software to implement in his painting business, and so their conversation covers a variety of topics, including the limitations of the sales process, the benefits of using more than one system, and some unique PaintScout features that will level-up your business. This podcast is powered by PaintSco...
Apr 17, 2024•1 hr 3 min•Ep. 12
PaintScout X (as in "experience") is a virtual conference taking place on April 10-11, 2024. It aims to provide valuable insights and knowledge to help painting business owners and sales reps improve their skills and grow their businesses. The conference features a lineup of experts who will share valuable insights and strategies for success in the painting industry. In this episode, Jon & Michael go over the sessions and speakers, and tease out what you can expect overall. To register to at...
Apr 03, 2024•35 min•Ep. 11
In this episode, Jon Bryant & Michael Murray discuss strategies of top sales reps in the painting industry by revisiting a presentation they recently shared at the PCA EXPO 2024. They include data-driven analysis of the characteristics of successful sales reps, and reflect on their own experiences both in sales and in running successful businesses. This episode provides valuable insights and actionable tips for improving sales performance in the painting industry. Listeners may find you get ...
Mar 27, 2024•1 hr 19 min•Ep. 10
In this episode, Jon Bryant & Michael Murray interview Dave Bryant, a successful Sales Rep and Project Consultant in the painting industry, about his strategies for generating referrals. Dave shares his experience of building a strong referral network and explains the importance of nurturing relationships with clients and industry professionals. Dave also emphasizes implementing visual aspects for referral networks, and describes the diagram/tool he uses called a "Referral Tree." The episode...
Mar 13, 2024•37 min•Ep. 9
In this episode, Jon Bryant & Michael Murray discuss different methods of compensating Sales Reps, including the importance of aligning the compensation structure with the company's core values and the sales professional's values. This episode encourages painting companies to carefully consider the pros and cons of different sales compensation models. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paint...
Feb 28, 2024•47 min•Ep. 8
Home shows. Whether you love ‘em or hate ‘em, Jon Bryant & Michael Murray discuss what NOT to do in order to have the most success at your next home show. This podcast is powered by PaintScout — The Ultimate Sales & Estimating Software for Painting Contractors. Learn more at https://www.paintscout.com/ Instagram: https://www.instagram.com/paintscout/ YouTube: https://www.youtube.com/@paintscout Facebook: https://www.facebook.com/paintscout/ TikTok: https://www.tiktok.com/@paintscout...
Feb 15, 2024•41 min•Ep. 7
Setting annual sales goals is one thing, what do we do with our goals throughout the year? In this episode, Jon Bryant & Michael Murray discuss the 2 Big Pillars you need to look at when your sales teams (or yourself!) are not hitting their goals: Process & People. They dive into how to identify and evaluate sales performance and the importance of having a well-defined sales process for your painting business. This podcast is powered by PaintScout — The Ultimate Sales & Estimating So...
Jan 31, 2024•47 min•Ep. 6
Annual goal setting is a vital part of running a successful painting business. In this episode, Jon Bryant & Michael Murray discuss a methodical approach to setting and achieving sales goals — for you individually or for your entire sales team. Download the mentioned spreadsheets below and take action toward achieving your 2024 goals today! Annual Goal Setting Spreadsheet: https://www.bit.ly/3vCxFZ8 ========================== 00:00 – Setting the Tone for 2024 with your Sales Team 02:17 – The...
Jan 17, 2024•50 min•Ep. 5
In this conversation, Jon Bryant & Michael Murray discuss their experiences and lessons learned in the painting industry. They cover topics such as their journeys of building successful painting businesses, the difference between good vs. great painting companies, the need for proper lead generation, and finding the right customers. The conversation covers strategies for getting more applicants and leads, the concept of small market domination, understanding why customers buy, and the import...
Jan 03, 2024•54 min•Ep. 4
There's a lot of confusion around painting estimation methods, so today Jon Bryant & Michael Murray clearly define what Production Rate Estimating is (and what it isn't), why they use it, and how it can benefit any painting company. ========================== 2:04 – What is production rate estimating? 9:30 – Defining what production rate estimating is NOT 17:22 – Benefits of production rate estimating 53:03 – Are there any drawbacks to production rate estimating? ========================== T...
Dec 20, 2023•1 hr 20 min•Ep. 3
Whether you're hiring your first sales rep or just looking to expand your sales team, finding the right fit for your growing painting business isn't always easy. Jon Bryant & Michael Murray share insight on how to hire a sales rep, based on their 30+ years of combined experience in the painting industry. This episode tackles questions like: How do you know when you need to hire your first sales rep? When is the right time of year to hire a sales rep? What should you look for in a sales rep? ...
Dec 12, 2023•59 min•Ep. 2
Nine ways painting contractors can generate leads in the winter months (i.e. the dreaded slow season). Jon Bryant & Michael Murray have been in the painting industry for more than 30+ years combined. Their knowledge and experience will help you reduce your stress and be confident that you’re doing all that you can to help your painting business thrive — even when things are slow. ========================== 2:40 – #1: Follow-up on past bids 9:32– #2: Reach out to past customers with an offer ...
Nov 22, 2023•1 hr 4 min•Ep. 1
