Pompilli’s advice for any remodeler who is selling a product and doing a one-sit close: If you don’t have a system, get one now.

Rick Grosso, a consultant and trainer specializing in one-sit closing, has a lot in common with Brad Pompilli. In fact, Grosso played a large part in developing Tri-State’s scripted sales program.

Grosso sees a dramatic correlation between sports and selling. Salespeople want to win and they hate to lose, he says.

Paying the Price to Win

Because they want to win, they are willing the pay the price that’s necessary to prepare. “The superstar,” Grosso says, “is constantly striving to get better and is never satisfied with his or her performance.”

Ego is one of the most important things for a person to be successful in sales. “They want to be the best; that’s why they win all the contests. Whenever there’s a contest they excel. It has nothing to do with money; ego is the name of the game, and money is only the scorecard,” Grosso says.