Price objections at the end of a sales call are probably because you skipped the budget conversation that should have happened in the first 10 minutes. Sales isn't all about talent, it's about process. The shops closing at a high rate right now aren't the ones with the smoothest pitch; they're the ones running the same disciplined steps on every call and every job. 

In this episode of "Cracking The Code," Jason Walker sits down with Brad Barron to trace his path from shop warehouse cleaner to writing over $4 million a year at a 67% close rate. Jason covers the questions his call center asks, where to start your conversations, how to take control of a call before the homeowner takes it from you, and the three tie-downs he uses to close without pressure. 

All that and more on the latest episode of "Cracking the Code." Streaming now, free for everyone, through Sept. 24: MyContractorUniversity.com/CBS-Show.