Lesson List Browse Q&A

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 3 Presenting the Company 00:00
Quiz-Presenting The Company
Presenting the Company – Avalon Advantage/Company Story 00:00

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

Go to course home
Step 3 Presenting the Company
About Lesson

Step Three

The Avalon Advantage/Company Story

Purpose: Add credibility to the Company

 

The Company Story:

 

Our objective is to present our company credentials to build trust in who we are and what we do. The prospects have to be comfortable and confident in our company to consider doing business with Avalon, TODAY.

 

Avalon has been in business for thirty plus years, bringing three decades of experience to the Home Improvement Industry. There is no secret to how Avalon has maintained a reputable name for three decades- we pride ourselves on our ability to provide an exceptional customer experience.

 

Avalon started out as a very humble roofing outfit, locally owned and operated. We have since become one of the most reputable, and respected roofing companies on the western side of the State of Michigan through hard work and dedication to the experience we provide to our customer base. 

Important Talking Points During Presentation

 

  • Thirty  Plus Years if Experience
  • Locally Owned and Operated 
  • Licensed, Bonded and Insured
  • Competitive Financing Options
  • Expert Installers
  • Quality Control and Dedicated Service Departments
  • Master Elite Contractors 
  • Presidential Award Winner
  • Reviews

 

Customer Satisfaction:

 We endeavor to deliver a smiling, helpful, positive professional outlook and attitude. We aim to treat all company personnel, future and past customers with respect, fairness and dignity, We strive to engage with our customers at a high level. 

 

The Avalon Pledge:

  • Actively engage with out customers to provide a positive experience
  • Provide knowledge and accurate answers to customers questions
  • Acknowledge customer concerns and keep customers informed about concerns 
  • Communicate clearly, and often to keep customers up to date on their projects
  • Exceed customer expectations whenever possible
  • Solicit customer feedback to improve our services
  • Thank customers for choosing Avalon!

We know that satisfaction is a direct reflection of our effectiveness as an organization, and that’s why customers can rely on Avalon for their roofing needs

 

Master Elite Contractor:

  • A mark of roofing excellence. Only 2% of roofers in North America are invited to become GAF Master Elite Contractor 
  • It can’t be bought, only earned through hard work
  • Peace of mind- the job will be done right the first time
  • Flexibility to warranty options 
  • Ability to offer North America’s best warranty 

 

Presidents Club Award:

 

What does this mean? The Presidents Club Award is a prestigious award given to only the best of the nest of GAF’s Master Elite, Master Select, and Premium Coating Systems Contractors. Avalon Roofing has received this award by distinguishing ourselves at meeting stringent requirements in the categories of Performance, Reliability and Service. 

How to Sell the Company:

 

It is important prior to moving on with the presentation that you receive a commitment to our company as being a company that they would consider for their roofing project.

  • Mr and Mrs ( insert costumes last name) would you have any more questions regarding my company?
  • When it comes time to address the roofing project, would you have any reservations with using Avalon Roofing?
Join the conversation
Previous
Next
Skip to toolbar