SALES: The Process

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Jason S
Last Update August 19, 2024
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About This Course

The Process

This course is designed to provide comprehensive training on the Avalon Roofing sales process, equipping new hires and current employees with the essential knowledge and skills needed to excel in sales. Participants will learn Avalon Roofing’s sales philosophy and structured process, techniques for building rapport with prospects, conducting thorough evaluations, presenting the company’s advantages, discussing financial considerations, and demonstrating products. The course also covers crucial stages such as preparing for the close, accurate pricing, effective negotiation, and post-sale reassurance, ensuring sales representatives can engage effectively with prospects, present solutions confidently, and close deals successfully.

Curriculum

22 Lessons

Introduction to the Sales Process

Course Overview Introduction to Avalon Roofing's sales philosophy and goals Importance of a structured sales process

Step 1 Building Rapport – The Meet and Greet/Warm-Up

The Meet and Greet/Warm-Up Establishing a connection with prospects Techniques for building respect, trust, and credibility Open-ended questions to uncover customer needs and preferences

Step 2 The Evaluation/Inspection

Evaluation/Inspection Interior and exterior assessment of roofing systems Identifying common roofing issues Involving prospects in the inspection process

Step 3 Presenting the Company – Add credibility to the Company

Avalon Advantage/Company Story Highlighting Avalon’s credentials and experience Building trust through company history and achievements Emphasizing customer satisfaction and quality control

Step 4 Financial Discussions

Investment vs. Expense/Price Conditioning Educating prospects on the long-term benefits and ROI of a new roof Addressing financial concerns and offering cost-effective solutions Understanding and explaining equity appreciation

Step 5 Product Demonstrations: To Give a Memorable Product Presentation

Product Solution/Demo Using the FAB (Features, Advantages, Benefits) theory Presenting Avalon’s product offerings (Asphalt and Metal roofing systems) Highlighting the Golden Pledge Warranty and other selling points

Step 6 Setting the Stage/Pre-Close: ask for their business TODAY

Setting the Stage/Pre-Close Establishing the intention to close the sale Overcoming objections and preparing for negotiation

Step 7 Finalizing Measurements

Final Measurements Ensuring accurate project measurements Reviewing pain points and structuring packages Pricing the Project Accurate pricing based on measurements and project scope Presenting financing options and payment plans

Step 8 Pricing the Project

Preparing the Price of Project, Understanding the Payment Range and Discounting

Step 9 Negotiation and Closing

Negotiation/Presenting the Price Handling objections and presenting multiple discount options Techniques for effective negotiation

Step 10 Lock in the Deal/Warm-Down

Lock in the Deal/Warm-Down Completing necessary paperwork Reassuring the prospect of their sound investment Providing clear next steps and maintaining communication

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