TOP REP

I had someone tell me today that he has people on his team that he just can’t train.

As Larry Winget states, "That's like teaching a pig to sing, it ain't gonna happen and you'll just irritate the pig!"

One of the best sales leadership lessons I’ve seen didn’t come from sales.

It came from an NBA shooting coach.

For years, teams have brought their young stars to Chip Engelland. Players like Kawhi Leonard, Tony Parker, and countless others have worked with him to improve their game.

What’s interesting is that Chip doesn’t walk in and tell players everything they’re doing wrong.

He doesn’t tear down their confidence.

He doesn’t try to rebuild them from scratch.

Instead, he starts by recognizing what’s already working. He helps them see their strengths. Then he focuses on small adjustments that lead to big improvements.

Think about how different that is from how many sales leaders coach.

A new sales rep joins the team. They may have been successful somewhere else. They may have sold millions of dollars. Yet the first thing many leaders do is tell them everything they need to change.

“Forget what you learned.”

“That’s not how we do it here.”

“Let me show you the right way.”

The result?

The rep immediately goes into defense mode.

Chip understands something every sales leader should understand:

People grow faster when you build on their confidence instead of attacking their identity.

At TOP REP, we teach leaders to coach the same way.

Start by identifying what the rep does well.

Create belief before correction.

Focus on one improvement at a time.

Celebrate small wins.

Coach the process, not just the results.

Most struggling sales reps don’t need more pressure.

Most struggling sales reps need a leader who can help them see the next level without making them feel like they’ve lost everything they’ve already built.

The best coaches in sports don’t create champions.

They create an environment where champions continue to grow.

The same is true in sales leadership.

The question is:

When you coach your sales team, are you building confidence first… or are you tearing it down?

What if the biggest thing holding back your income isn’t your effort… it’s your sales process?

Most sales reps work harder when they need better results.

The top earners do the opposite.

They follow a proven process. They know how to build trust, ask better questions, create urgency, present value, handle objections, and close with confidence. They don’t wing it. They don’t hope. They execute.

That’s exactly what you’ll learn at the TOP REP Sales Bootcamp on August 24-25 in Columbus, Ohio.

This isn’t another event filled with motivation that disappears by Monday morning.

This is for:

✅ Sales Reps who want to increase their close rate and income
✅ Sales Leaders who want to create consistency and accountability across their team
✅ Owners who want a sales system that scales and produces predictable results

Over two intense days, we’ll break down the entire sales process from start to finish:

• Mindset and mental toughness
• Discovery and relationship building
• Creating urgency without pressure
• Presenting value effectively
• Objection handling and negotiation
• Closing strategies used by today’s top performers
• Follow-up systems that recover lost deals

And for the first time, you’ll learn the new TOP REP Sales Conversation that is dominating sales organizations across the United States and Canada.

Companies implementing this conversation framework are seeing close rates increase by 25% or more because it completely changes how homeowners experience the sales process.

Less pitching.

Less pressure.

More trust.

More certainty.

More sales.

But here’s what makes TOP REP different…

You won’t just learn it.

You’ll use it.

You’ll practice it.

You’ll role-play it.

You’ll get coached on it.

You’ll leave with the confidence to use these strategies in your very next appointment and a system you can continue practicing week after week long after the event is over.

The highest-paid sales professionals in the industry aren’t earning more because they know secret closing tricks.

They’re earning more because they have a better process.

If you’re tired of guessing, tired of inconsistent results, and ready to learn the same strategies the strongest earners in the home improvement industry are using right now, this event was built for you.

August 24-25 | Columbus, Ohio

2 Days. Real Training. Real Results.

Become the sales professional your competition hopes never shows up at the door.

Register now at TopRepTraining.com.

Top Rep Sales Bootcamp | Close More Deals Unlock your sales potential with Top Rep Bootcamp. Learn proven strategies, master closing techniques, and join a community of high-performing sales pros

"My brother does this type of work."

"I've got a friend in the business."

If you have been in home services sales for any amount of time, you have heard one of these. And if you treated it like a normal objection, you probably lost that deal.

Because this is not a normal objection.

This is identity. This is loyalty. This is trust built over years. And the second you try to handle it the wrong way, you are not just losing a sale. You are losing a relationship.

Most reps hear this and immediately go into prove-why-I-am-better mode. That is the first mistake. The moment you try to beat the relative, you lose the homeowner. You are no longer competing with another contractor. You are competing with a relationship. And logic does not beat loyalty. Not ever.

Here is what top reps do instead.

They pause. They get curious. And they ask one question that changes the entire direction of the conversation.

"If your brother is in the business, what made you open the door for us today?"

That one question, asked the right way, almost always gets you a real answer. And the real answer tells you exactly what you are actually working with. Maybe they do not fully trust the relative to do the job right. Maybe the relative is not available or does not actually do this type of work. Maybe they just do not want to mix business with family. Maybe they are using the relative as price leverage.

Each one of those is a completely different conversation. And once you know which one you are in, you can actually help them.

In today's video Chuck breaks down exactly how to handle this objection without getting defensive, without trashing anyone, and without losing the deal you should have won. The mistakes most reps make that blow it instantly. The question that unlocks the real objection. And the follow-up questions that move the homeowner from guarded to honest.

If your team cannot handle this one cleanly, you are losing deals you should never lose.

Watch the full video here: https://linktw.in/ewFUyS

Drop a comment and tell Chuck how you currently handle this one. He reads every single one.

“Conversation is not what happens before the outcome. Conversation creates the outcome.”
*The Sales Conversation*
By TOP REP