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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About Lesson
Handling objections effectively is crucial during the negotiation phase. Here are some strategies for addressing common objections and presenting discount options:
- Empathize and Acknowledge:
- “I understand that the cost is a significant factor for you, and it’s important to ensure you’re getting the best value for your investment.”
- Clarify the Objection:
- “Can you tell me more about your concerns regarding the price? Is it the overall cost, the payment terms, or something else?”
- Presenting Discount Options:
- Seasonal Discounts: “We currently offer a 10% discount for projects scheduled in the off-peak season. This can help you save a substantial amount.”
- Bundle Discounts: “If you choose to include gutter installation along with your new roof, we can offer a bundle discount, reducing the overall cost by 15%.”
- Referral Discounts: “If you refer a friend or neighbor who also needs roofing work, you can both receive a referral discount of $200.”
- Highlighting Value and Long-Term Savings:
- “Investing in a high-quality roof now can save you money in the long run by avoiding frequent repairs and improving energy efficiency, which lowers your utility bills.”
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