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Let’s talk about sales.
Because in the trades, most people think they have a lead generation problem.
But more often than not?
They’re just not selling well.
They’ve got enough calls. Enough demand.
The issue is what happens after the call is booked.
It’s the plumbing sales process. The options presented. The belief behind the offer.
And that’s where most companies leave money on the table.
The Real Problem: Sales Fundamentals
What’s moving the needle inside top plumbing companies right now?
It’s not magic sales scripts or flashy CRMs.
It’s basic sales fundamentals. Done right. Done consistently.
Operators are leaning into:
- Call-by-call coaching that catches weak options before they hit the homeowner
- Dedicated sales roles so techs aren’t juggling installs and closes
- Clear KPIs like conversion rate, average ticket, and option count
- Plumbing technician sales training that focuses on exploring—not just presenting
The teams winning today?
They coach their techs like a sales org, not just a field crew.
This isn’t about turning techs into used car salesmen. It’s about teaching them how to communicate value.
When your technician enters a home, they’re not just there to fix a leak—they’re there to help the homeowner understand their system better and make confident decisions.
And confident decisions lead to higher-ticket jobs and happier customers.
The Nexstar Playbook
And that’s exactly why groups like Nexstar are gaining traction.
It’s not just about feeling more “professional.”
It’s about building a repeatable plumbing sales process that scales.
For example, Nexstar’s “explore step” helps techs:
- Ask smarter questions before touching a wrench
- Uncover hidden issues that lead to higher-ticket jobs
- Build trust before ever showing a price
That first 10 minutes of the visit? That’s where the sale is won.
Not in the pitch. Not in the quote.
In the exploration.
Techs who master this step consistently close more work, because they frame themselves as trusted advisors—not just problem solvers.
How Coaching Multiplies Sales
My team runs $2,000+ average tickets in plumbing.
Not because they’re pushy.
Not because they discount.
Because they slow down, run a system, and coach it daily.
That’s what plumbing sales training really looks like.
It’s not a hype session or a one-time seminar.
It’s a daily habit. A culture.
We run:
- Morning huddles focused on yesterday’s wins and misses
- Weekly call reviews with real-time feedback
- One-on-one coaching sessions to reinforce strengths and fix weak spots
This isn’t just management overhead—it’s how we build momentum.
One call at a time. One rep at a time.
If you want better numbers, you need better reps. And reps don’t improve unless you coach them.
Consistency beats charisma every day of the week.
The Hidden Cost of Poor Sales
Here’s where it hurts:
If your techs are averaging $1,200 a job, but your trained competitors are hitting $2,000+?
You’re losing tens of thousands a month on jobs you already booked.
That’s why more plumbing companies are investing in sales coaching for plumbers.
It’s not optional anymore.
Margins are tighter. Labor is expensive.
You need to maximize every opportunity that hits the schedule.
And it’s not just about the bottom line. Techs feel more confident. Customers feel more informed. Your close rate and conversion rate go up across the board.
It also helps reduce callbacks and drive more 5-star reviews.
Because when you sell the right job the first time, everybody wins.
Fix the System, Not the Volume
Still think you have a lead gen problem?
Ask yourself:
- Are you presenting three options on every job?
- Are your techs trained to explore problems and ask the right questions?
- Do they believe in the value of what they’re offering?
Because if not, more leads won’t solve anything.
The top operators in this space understand that plumbing sales training is what separates $2M shops from $5M ones.
They train for it. Build systems around it. Coach to it.
They treat every call as a chance to sell the right solution—not the cheapest fix.
Even something as simple as rephrasing how you present financing can boost close rates dramatically. Instead of quoting a job at $4,200, break it down: “That’s $89/month with financing.”
The same job. A different frame. A more comfortable yes.
And you don’t get that without training.
Final Takeaway
You don’t need more leads.
You need better options.
Better coaching.
Better training.
Plumbing sales training isn’t a buzzword. It’s the difference between plateauing at $2M and scaling past $5M.
Sales isn’t a personality game. It’s a repeatable process.
And if you treat it that way, the results start compounding fast.
Start by coaching one call a day.
Then watch your average ticket, job quality, and team confidence rise.
That’s how you build a business that lasts.
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