Lesson List

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

Course Overview00:00
10 Step Process00:00
Quiz: Introduction to Sales Process – Course Overview

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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10 Step Process

THE PROCESS

There are no shortcuts to any place worth going”

-Beverly Sills

  1. The Evaluation/Inspection
  2. Avalon Advantage/Company Story
  3. Investment vs Expense/Price Conditioning
  4. The Product Solution/Demo
  5. Setting the Stage/Pre Close
  6. Final Measurements
  7. Pricing the Project
  8. The Negotiation/Presenting The Price
  9. Lock in the Deal/Warm-Down
Sales Process 2024.pdf
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