You can’t increase your sales volume if your customers don’t understand the real value of what you do. Too many home service businesses focus all their selling on price, durability, or parts. Sneaky Leaky loves that because it drains profits faster than a leaky faucet. In this episode, I sit down with Jerry Levinson to talk about how to sell with confidence, not desperation. He shows how packaging your work, naming your process, and making your presentation tangible can double your closing rate without lowering prices. Together, we dig into how to sell ethically and effectively so your customers feel great about paying for quality work.
What You’ll Learn…
- Why your sales volume depends on how you demonstrate value, not just price
- How a clear sales process turns technicians into trusted advisors
- How to build customer trust with a paper-based leave-behind
- The hidden profit leak that’s shrinking your sales volume
- How to confidently sell at higher prices without guilt or pressure
- Why real customer experience is the secret to consistent sales growth
Key Moments…
[2:15] The Technician’s Trap That Hurts Sales Volume
[5:40] Creating Ads That Excite, Not Bore
[9:25] Shifting From Price To Value In Every Sale
[13:00] Building A Tangible Sales Presentation
[16:15] The 10 Things To Include In Your Process
[20:05] How Better Presentation Increases Profit Margins
[23:30] Ethical Selling That Boosts Customer Satisfaction
The Technician’s Trap That Hurts Sales Volume
Most owners in home service trades started as technicians. They know how to do the work, but not always how to sell it. When you sell the job instead of the outcome, your sales volume stays flat, no matter how hard you work. Customers care more about the result than the process. Sneaky Leaky loves when you talk about “durability” or “low price,” because he knows your competitor is selling excitement, not features.
Creating Ads That Excite, Not Bore
Too many ads sound the same because they focus only on price, durability, or materials. Nobody sits on their couch dreaming about better caulking or denser padding. People buy transformation, not flooring. Jerry reminds us to sell emotion, connection, and pride in a finished product they’ll love. When you make your message about the customer experience, sales volume rises naturally.
Building A Tangible Sales Presentation
A paper presentation might sound old-school, but it works. When customers can hold something in their hands, it builds trust and ownership. Jerry recommends creating a visual, step-by-step process so customers see exactly what they’re paying for. This extra effort not only clarifies value, it raises sales volume by increasing closing rates and perceived professionalism.
How Better Presentation Increases Profit Margins
When you highlight what makes your process special, like cleanliness, communication, or follow-up, you stand apart from competitors who assume customers notice those things. They don’t. Not unless you tell them. Showing those benefits upfront helps customers justify paying more, boosting both your profit margins and sales volume.
Ethical Selling That Boosts Customer Satisfaction
Selling at a higher price isn’t about greed. It’s about giving customers a better result. Jerry’s philosophy is simple: people are happier when they pay for quality they love rather than regret saving a few dollars. When your team believes that, your confidence grows, and so does your sales volume.
About Jerry
Jerry Levinson is one of the most trusted and influential voices in the flooring industry — a true champion for independent dealers who want to grow their businesses, raise their prices, and finally Profit Now.
After building and selling his own successful flooring company, Jerry turned his passion for business into a mission: helping other flooring dealers win in today’s competitive market. As the CEO of Profit Now 4 Flooring Dealers, he works directly with store owners to simplify their operations, boost profits, and build businesses they’re proud of.
Jerry is also the creator and leader of the powerhouse Facebook community “Flooring Dealers & More,” where thousands of dealers, reps, and experts come together to share real-world strategies that work. He hosts The Flooring Business Podcast, interviewing top industry leaders and innovators, and is the author of The Flooring Business Playbook — a must-read guide packed with practical steps to accelerate growth and dominate your market.
Always thinking ahead, Jerry even launched the Buy or Sell My Flooring Business group, helping small-business owners plan their exit and get the most value when it’s time to sell.
With his signature motto — Make Money • Have Fun • Take Care of the Customer — Jerry Levinson continues to shape the future of the flooring industry and show dealers that success
Connect With Jerry Levinson:
Visit Jerry’s Website
Follow Jerry on Instagram
Follow Jerry on LinkedIn
Connect with 5 Foot 6 Consulting on LinkedIn
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Follow Jerry on YouTube
Diane’s Resources:
Profit Impact Call: https://taxcoach4you.com/profitimpactcall
Profit First Method: https://taxcoach4you.com/profit-first
15 Profit Leaks eBook: https://profitcoach4you.com/profitleaks
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