The Home Service Expert Podcast · 2026-06-19 · 1h 9m
FREEDOM 2026 Get your Tickets Today! Chuck Thokey built sales teams that generated $220 million in revenue - and his first coaching client went from under $1 million to a $6 million net profit before being acquired by private equity. In this episode, Tommy sits down with the co-founder of Top Rep Sales Training to break down exactly why most sales teams are either your biggest asset or your most expensive liability - and why most owners can't tell the difference. Chuck covers the four buyer personality types (the Platinum Rule), why best-better-good pricing closes 90% of customers at the middle tier, how to give a price without flinching, and the daily Power Hour training system that keeps reps sharp. He also unpacks the uncomfortable truth: 80% of sales leaders are either struggling or need to be replaced - not because they're bad people, but because they were never trained for the role. If your sales team isn't performing, this is the starting point.
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