Jonny Holsten - Learn to Sell Across the Bridge
"Do you want them asking those questions to ChatGPT or their buddy who's a contractor—or do you want them asking you?" In this episode, Tim kicks off Season 17 with Jonny Holsten (Owner and Sales Trainer, bridgeselling.com), author of Fix Your Broken Sales Calls. Jonny built a six-step framework that helped one company grow from $3 million a month to $30 million a month in a single year—and he breaks down exactly how it applies to selling fireplaces, complete with a live role play that shows the difference between asking two questions and asking seven. In this episode, Tim and Jonny cover: - Why "shadow the top rep" isn't training—80% of companies have no sales playbook, and it's costing them deals they never even see slip away - How addressing sticker shock early with a simple price range turns the rest of the conversation into the buyer justifying the value—instead of choking on the number at the end - The "three next steps" formula that makes your follow-up plan impossible to ghost—my step, your step, our step together Don't miss this one—if you've ever asked "how many square feet?" and walked straight to the showroom floor, Jonny's framework will show you exactly what that shortcut is costing you and how to fix it before winter buying season hits. —— Links from this episode: Get the FREE Book "Fix Your Broken Sales Calls": https://www.bridgeselling.com/book WhyFire Website: https://whyfire.com —— Watch this podcast on YouTube: https://youtu.be/my89ONkB6Nw Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-fire-time-podcast/id1433804268 Listen on Spotify: https://open.spotify.com/show/4vHdzg48bE5qFf0KjMeMej?si=7b6cae3923d348f2 Read The Fire Time Magazine: https://www.itsfiretime.com/magazine Subscribe to The Fire Time Magazine: https://itsfiretime.com/subscribe Support The Fire Time Podcast financially: https://www.itsfiretime.com/join Want to get more fireplace leads for your company? Check out: https://findmyfireplace.com
