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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 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

Step 10 Lock in the Deal/Warm-Down 00:00
Lock in the Deal/Warm-Down 00:00
Quiz Summary: Post-Sale Reassurance
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Lock in the Deal/Warm-Down
About Lesson

Lock in the Deal/Warm-Down

After successfully closing the sale, it is crucial to reassure the customer about their decision, complete all necessary paperwork, and outline the next steps. This helps in maintaining the customer’s confidence and ensures a smooth transition to the project execution phase.

Completing Necessary Paperwork

  1. Contract Signing:
    • Ensure all contract details are accurate and clearly explained to the customer.
    • Review key terms, conditions, and warranties included in the agreement.
    • Have both parties sign the contract and provide the customer with a copy for their records.
  2. Payment Arrangements:
    • Finalize payment details, including initial deposits and the agreed-upon payment plan.
    • Provide receipts for any payments made during the meeting.
    • Confirm financing details if the customer opted for financing options.
  3. Documentation of Selections:
    • Confirm the customer’s choices regarding materials, colors, and any additional features or upgrades.
    • Document all selections in the project file to ensure accuracy during installation.

Reassuring the Prospect of Their Sound Investment

  1. Recap Benefits:
    • Highlight the key benefits of the chosen roofing system, emphasizing long-term savings, durability, and aesthetic appeal.
    • Reiterate the value of the Golden Pledge Warranty and the peace of mind it provides.
  2. Customer Testimonials:
    • Share positive testimonials or case studies from previous customers who have experienced similar benefits.
    • Offer to connect them with past customers who can vouch for the quality of Avalon Roofing’s work.
  3. Personal Assurance:
    • Assure the customer that they made a wise investment by choosing a reputable company with a track record of success.
    • Express gratitude for their business and confidence in Avalon Roofing.

Providing Clear Next Steps and Maintaining Communication

  1. Next Steps Overview:
    • Clearly outline the next steps in the process, including the timeline for project start, expected duration, and any preliminary work that needs to be completed.
    • Provide a detailed project schedule and set expectations for each phase.
  2. Point of Contact:
    • Introduce the project manager or point of contact who will oversee the project.
    • Ensure the customer knows who to reach out to with any questions or concerns.
  3. Regular Updates:
    • Commit to regular updates throughout the project. This can include progress reports, any schedule changes, and what to expect next.
    • Use preferred communication methods (e.g., phone, email, text) as agreed upon with the customer.
  4. Customer Portal:
    • If available, provide access to a customer portal where they can track project progress, view documents, and communicate with the team.
  5. Follow-Up:
    • Schedule a follow-up visit or call after project completion to ensure the customer is satisfied with the work.
    • Address any remaining concerns or touch-ups needed promptly.

By adhering to these steps, Avalon Roofing ensures a smooth and reassuring post-sale experience, reinforcing the customer’s decision and laying the groundwork for a successful project and potential future referrals. This structured approach not only helps in maintaining customer satisfaction but also enhances the overall reputation of Avalon Roofing.

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