Stop Negotiating Against Yourself
About this episode
Tom Reber discusses how contractors often negotiate against themselves by lowering prices before customers even ask for discounts.
Sales training for Contractors: https://thecontractorfight.com/command Grab Tom's book FREE: https://thecontractorfight.com/book/ Before the customer ever asks for a discount, most contractors have already given them one. You lower the labor hours. You shave the material costs. You cut your markup. You manipulate the number until you finally land on a price you feel comfortable saying out loud. Meanwhile, the customer hasn't rejected your price. They haven't questioned it. Hell, they haven't even heard it yet. You're negotiating against yourself. In this video, Tom Reber exposes four of the biggest lies contractors believe about pricing and why undercharging usually has less to do with math and more to do with fear. You'll learn why chasing the "going rate" is dangerous, why more volume won't fix bad margins, why cheap pricing doesn't actually serve your customers, and how to finally build the confidence to say your price and stand behind it. Because your pricing problem probably isn't a math problem anymore. It's whether you're willing to trust the number. Chapters 00:00 You're Discounting Before They Even Ask 00:32 This Isn't an Estimating Problem—It's Fear 01:12 Lie #1: "I…
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- What to Say When They Say "We're Getting More Bids."
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