He Grew A Company To $220M | His Warning To Every Home Service Owner
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What is the main topic discussed in this episode?
Give the price like it's $5 and the homeowner is going to do the worst thing that they can do, which is buy.
What journey led Chuck Thokey from aerospace to sales training?
And they're only as good as their worst tech. Put yourself back in business by the time you put your head back on the pillow.
Welcome back to the home service expert today. I got Chuck Thokey with me. He's a sales expert. He's a sales trainer, sales leadership, closing strategy, buyer psychology, pricing strategy, team building, sales culture, KPI framework, and forecasting based out of Dayton, Ohio, co-founder of the top rep sales training, uh, Chuck also was the author of Complete Field Guide to Successful Sales Leadership.
What are the four buyer personality types in sales?
Known for helping companies grow sales from 50% to 80% and moving close rates from 20% to 65%. Also the contributor of Roofing Contractor Magazine. Today's episode thesis is your sales rep team is either your biggest asset or your most expensive liability. And most owners can't tell the difference.
How does tier pricing influence customer decisions?
Chuck went from testing jets at Learjet to training 3,000 plus sales leaders over 20 years in home services. He breaks down exactly why most sales training doesn't stick and how to read a homeowner within the first two minutes, why 80% of sales leaders are failing, and the specific KPIs that separate a team doing 2 million from one doing 6 million. This is a tactical masterclass in building a sales organization that actually performs. Chuck, it's a pleasure to have you on. Yeah, thank you. Thanks so much, Tommy. So let's start from the beginning.
What is the Power Hour training system and how does it work?
I mean, you were testing out jets, and then 9-11 happened. You want to just tell us how you got into the sales training?
Yeah.
Yeah, so I was actually an aerospace engineer for Learjet and Bombardier. I designed a lot of the functional tests as well as a lot of the systems that go into the RJs that everybody flies in. The RJ200, the 700, and 900. They were actually called the Continental before Delta and American got a hold of them. And then 9-11 happened and we all kind of got displaced. Nobody's buying jets.
What performance standards should sales reps meet?
And so a lot of the engineers had to leave. And, you know, then I decided, you know, I went to Raytheon, Cessna, everybody just kept laying off. And finally I decided it's just time to go back home to Ohio because that was, you know, I was all over the United States and Canada and came back home. It just got, I just decided to get into sales just as a kind of a time waster. and then of course from there you know decided hey this is i can make more money in sales than i can as aerospace engineer yeah yeah that's really interesting so how did the skill sets translate It was a little difficult. Now, you know, for me, when I was at Learjet, I was the one that went and did all the test rides with the sales team because the sales guys couldn't do check rides with buyers unless an engineer is with them.
How can hiring simulations improve sales team effectiveness?
And the engineers hated doing it. I loved it. And so I kind of got a love for sales during my time as an engineer. And I used a lot of what I learned from that going into sales.
So how long were you in your career with the aviation, and how did it feel to have to reinvent yourself?
So I was an engineer. It was a little over four and a half years.
Why do 80% of sales leaders struggle or need replacement?
Okay. Because, I mean, I was young. I was pretty young. And then getting into, you know, once 9-11 happened, you know, we all knew that our careers were over, at least for a period of time. But those four and a half years, I was a functional test engineer, which was it's like playing video games with the real thing. Yeah. You know, I was able to taxi a 30 million dollar jet. We could do everything but take off. So we would take it over to the blast pad, turn up the engine. I mean, we could just play with the thing. And it was just probably the funnest and most impactful thing that an engineer can do. And that's what we got the opportunity to do.
And then where did you head to? So you went from mortgage sales into Bath Fitter, right? and then Abel Roofing, and then American Weather Techs. Let's just talk about the progression of your career and where you cut your teeth.
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Chapters
8 chapters
1
What is the main topic discussed in this episode?
0:00–0:05
2
What journey led Chuck Thokey from aerospace to sales training?
0:05–0:37
3
What are the four buyer personality types in sales?
0:37–0:58
4
How does tier pricing influence customer decisions?
0:58–1:29
5
What is the Power Hour training system and how does it work?
1:29–2:13
6
What performance standards should sales reps meet?
2:13–3:13
7
How can hiring simulations improve sales team effectiveness?
3:13–3:43
8
Why do 80% of sales leaders struggle or need replacement?
3:43–1:08:42
Speakers
2 identifiedMore from The Home Service Expert Podcast
The First KPI Every Home Service Owner Should Track (Not Revenue) |
You Hit $5M, Then $10M. Why It Never Feels Like Enough (& What Actually Does)
The One Thing Nobody Can Take From Your Home Service Business | Jason Feifer
The Man Who Took Tesla From $2B To $20B Shares The Exact Formula | Jon McNeill
Doing Whatever You Want, Is Keeping Your Business Small (Here's Why) | Mark C Winters
Own 15% Of Your Market Before You Even Think About A New One | Aaron & Zac