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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 6 Setting the Stage/Pre-Close 00:00
Establishing the Intention to Close the Sale 00:00
Quiz- Preparing For the Close

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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Step 6 Setting the Stage/Pre-Close
About Lesson

Step Six

Setting the Stage/Pre-Close:

Purpose: Establishing and communicating to the homeowner that we are going to ask for their business TODAY

 

Setting the stage is the most important activity prior to starting the negotiation. The customer has to be open minded to what we can offer in terms of promotions TODAY and this step is where we turn into closers:

  • Mr and Mrs Customer, because this is a project that you will certainly do, if not NOW sometime soon….right?
  • Because it is not a matter of IF, but when, let me show you how to take care of your largest asset and save a lot of money in the process…..
  • If I can show you how to save a lot of money, or maybe work out a price or payment that fits within your budget… without creating a financial problem….
  • Would you keep an open mind, and consider getting on the schedule TODAY

 

If the customer hesitates, and answers with anything but a YES- use the secondary stage setting statement:

 

  • I can respect honesty, but as I may have mentioned before, we have special pricing that we are offering right now….
  • So, please keep an open mind, and let’s see what the price would be- fair enough?
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