Jason Phillips: [00:00:00] Welcome to the Contractor Freedom Podcast. I'm your host, Jason Phillips. This show exists to help small business owners like you escape the tyranny of Contractor Freedom and enter the bliss of Contractor Freedom so you can have the Time, Money, and Freedom to Live Your Life With Purpose Beyond Your Business.

As a certified human behavior consultant in DISC personality styles and motivators, I'll be sharing with you skills for life, love, leadership, and business. I'll also be connecting you with experts that can help you scale your business and your life. So if you want to build the business and life of your dreams, then you are in the right place.

Let's go.

Jason Phillips: Hello Contractors, we've got a great episode for you today. I have with me today Mr. Joe Covarrubias. He is the, the shy, quiet type. No, for those of you that know Joe, no, he's not the shy, quiet type. Joe's our VP and he has been, training the salespeople at our home improvement company for, I [00:01:00] think, eight years now.

Eight years. And so we're going to learn some insights from Joe so that you can take your sales organization to higher levels. Hey Joe, welcome to the show today.

Joe Covarrubias: Thank you so much. I'm excited to be here. I always love Visiting with you on a different level other than a boss employee relationship.

I love just sharing and chatting. So thank you for having me.

Jason Phillips: I'm glad you were able to take some time out of VP prison. No. So you've, you know, you've trained quite a few salespeople. And the reason we're doing this episode today is because so many of our business owner friends.

are at the place where they've hired their first salesperson and the new salesperson for whatever reason can't seem to close the deal like the business owner. And I thought we might diagnose for them some possible things of what could be going on. So, you know, what would be the first thing, you know, if a guy comes in, Hey Joe, my new salesperson, he's not closing deals like I was.

Can you help me diagnose it? You know, what's the first thing you would look at?

Joe Covarrubias: Well, the first thing I would look at [00:02:00] is, you know, I've been real fortunate to kind of go on this journey with you of the behavior profiles. And when I first started as a sales manager here at Phillips, I didn't have, I wasn't as educated as I was, and I was just hiring guys who had the gift of gap, you know, just sales guys, right?

But as I've been along on this journey with you, With regard to behavior profile, that'd be the first question I ask. What is this guy's, is he in a seat that, is he in the right seat? I mean, be great guy. He may be a, his, it is this profile may be a sales profile, but it could be a long sales cycle. There's different sales.

This Is Why You're Not Closing Sales feat. Joe Covarrubias

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