01 /
Read the objection.
Is the real concern trust, timing, value, who decides, or money? Find the question beneath the question before reaching for an answer.
The five-objection framework
Home services sales training
Help your team
sell with clarity.
I'm Chuck Thokey, founder of TOP REP. I help home services reps understand the homeowner, explain the value, and move the conversation forward without pressure or discounting.
From the field to the stage.
Qualified Remodeler TOP 500 LIVE
Las Vegas · 2024
Built for
home services
RoofingRemodelingHVACPlumbingElectrical
What we work on
Better conversations.
One skill at a time.
A homeowner's hesitation is information. Learn to recognize what's behind it, respond with care, and practice until the skills become habits.
02 /
Adapt to the buyer.
The same presentation won't connect with every homeowner. Learn the four buyer types and adjust how you guide the conversation.
The four buyer types
03 /
Build the daily habit.
Make space for roleplay, objection drills, and feedback. Turn sales training into something the team does each day.
The Power Hour
A talk you can check out
Keys to Holding Sales Reps Accountable
Chuck's session at Qualified Remodeler TOP 500 LIVE puts sales leadership in the spotlight. See the organizer's speaker clip, then explore topics for your next event.
View the organizer's speaker clipsExplore speaking topics
Inside the work · O'Leary Roofing
When the owner is the whole sales team.
TOP REP's account of working with O'Leary Roofing describes a familiar challenge: the owner doing the selling and running the business. The story follows the work of making that sales process teachable.
- 01 Write down the sales process.
- 02 Build regular practice into the team's day.
- 03 Help the owner hand off appointments.
Published by TOP REP, with links to Chuck's recorded account.
Make the next conversation
a better one.
Explore training, coaching, and sales leadership programs at TOP REP.