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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 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
Presenting the Company – Avalon Advantage/Company Story
About Lesson

Highlighting Avalon’s Credentials and Experience

Avalon Roofing has been a cornerstone in the roofing industry for over thirty years. Our extensive experience has allowed us to refine our processes, ensuring that every project we undertake meets the highest standards of quality and customer satisfaction. Here are some key credentials and achievements that set us apart:

  • Three Decades of Experience: With over thirty years in the home improvement industry, Avalon has built a solid reputation based on reliability and excellence.
  • Locally Owned and Operated: We take pride in our roots and our commitment to serving our local community with integrity and dedication.
  • Licensed, Bonded, and Insured: Our professional status is backed by all necessary certifications and insurance, providing peace of mind to our customers.
  • Expert Installers: Our team consists of highly trained professionals who bring expertise and precision to every installation.
  • Competitive Financing Options: We offer flexible financing solutions to make our services accessible to a broader range of customers.
  • Master Elite Contractors: Only 2% of roofing contractors in North America earn this prestigious title, and we are proud to be among them.
  • Presidential Award Winner: This recognition is reserved for top-performing contractors who demonstrate excellence in performance, reliability, and service.

Building Trust Through Company History and Achievements

Avalon Roofing’s journey began as a humble, locally-owned business, and through hard work and dedication, we have grown into one of the most respected roofing companies in western Michigan. Our long history of success is a testament to our commitment to quality and customer service. Key achievements include:

  • Customer-Centric Approach: We strive to exceed customer expectations by actively engaging with them, addressing their concerns, and keeping them informed throughout the project.
  • Quality Control: We have dedicated service departments to ensure every project is completed to the highest standards.
  • GAF Master Elite Certification: This certification is not just a title; it’s a commitment to providing the best roofing solutions with the most robust warranties available in the industry.

Emphasizing Customer Satisfaction and Quality Control

Customer satisfaction is at the heart of Avalon Roofing’s philosophy. We believe that a satisfied customer is the best advertisement for our services. Our approach includes:

  • Active Engagement: We maintain a positive and professional outlook, treating all customers with respect and dignity.
  • Clear Communication: We ensure that our customers are kept up-to-date on their projects, providing accurate answers to their questions and acknowledging their concerns.
  • Feedback and Improvement: We regularly solicit feedback to continually improve our services and exceed customer expectations.
  • Extended Warranty Options: Our Master Elite status allows us to offer the Golden Pledge Warranty, providing unparalleled peace of mind to our customers.

By focusing on these aspects, Avalon Roofing not only builds trust and credibility with prospects but also reinforces our position as a leader in the roofing industry​​​​.

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