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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

Go to course home
Establishing the Intention to Close the Sale
About Lesson

Establishing the Intention to Close the Sale

The pre-close stage is crucial for setting up the final close. It involves clearly communicating to the homeowner that you intend to ask for their business today. The goal is to make the prospect comfortable with the idea of making a decision now. Here’s how to effectively set the stage:

  • Communicate Urgency and Opportunity:
    • “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?”
  • Special Offers and Promotions:
    • “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?”

This approach ensures that the prospect is mentally prepared for the closing conversation and understands the benefits of making a decision today .

Overcoming Objections and Preparing for Negotiation

Handling objections effectively is critical to closing the sale. Here are steps to manage and overcome objections:

  • Empathy Statement:
    • “I can appreciate that.”
    • “I can respect that.”
  • Paraphrase the Objection:
    • “Mr. and Mrs. Jones, if I am hearing you loud and clear, you would like some time to think it over?”
    • “How much time would you need to think it over?”
    • “What would need to happen over the next couple of days for you to be comfortable moving forward?”
  • Clarify the Objection:
    • “Mr. and Mrs. Jones, just to clarify my thinking—so we are on the same page. What part of the project would you need to think over?”
    • “Would it be whether you need a roof? Is Avalon the right company for you? Are you thinking about the product being used? Could the money be the part of the project you are thinking about?”
  • Sharp Angle:
    • “Mr. and Mrs. Jones, other than the money, is there anything else keeping us from moving forward?”
  • Rebuttal to Sharp Angle:
    • Review information given in the presentation to overcome objections—product differences, price comparison for similar products, etc.
    • Representatives can close the price point gap with energy savings, insurance premium reductions, etc.

Once the objection is handled, ask for the order:

  • Ask for the Order:
    • “Mr. and Mrs. Jones, with the promotional price incentive and that budget-friendly monthly investment, would you agree it’s time to authorize me to go to work for you?”
    • Pause and extend a handshake to close the deal .

By following these steps, sales representatives can effectively navigate the pre-close stage, handle objections, and guide the prospect towards a confident decision to proceed with Avalon Roofing and Exteriors.

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