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 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 8 Pricing the Project
About Lesson

Step Eight

Pricing the Project: 

Purpose: Preparing the Price of Project, Understanding the Payment Range and Discounting 

 

At this point in the process it is very critical that the sales representative prices out the project accurately. It is also appropriate, at this point in time, for the sales representative to find a payment range for loan terms and financing

 

Securing this information prior to negotiating will allow you the information to keep a confident, steady, engaged conversation while in the midst of trying to close the business. 

 

Pricing the Project:

 

The rep should have either received the final measurements for the Hover App or completed his hard measure in order to price accurately. We will need to determine at this time, what the project speculations consist of and make sure we are pricing accordingly.

 

Does the roof need a tear off? Does the roof need additional charges for being a higher slope than what is considered walkable? Does the roof need any additional services to ensure a healthy roofing project for both the customer and the company? If the answer to these questions is a YES, then all will need to be priced accurately to prevent any confusion or lost wages at completion of the project for both the sales representative and the company.

 

Understanding the Benefits of Financing: 

 

Due to Avalon offering roofing solutions that will protect the value of the home, these solutions must be considered an investment and an item that will appreciate with the home value of the home value over the course of time. Due to this, lenders are more than willing to offer longer term financing options.

 

Most lenders offer easy payment plans with no early payment penalty, allowing flexibility in not only the term but the availability of paying the loan off sooner with no penalty. 

 

Home improvement Loans can be paid, in most cases at any time, and typically have terms as short as 10 years or as long as 15 to 20 years. This can be a little off setting to customers but it is critical that the no early payment penalty is communicated in these instances. Allowing the customer the flexibility in reworking said loan with additional money down, or extending the load to find a payment that fits within their budget.

 

All sales representatives should emphasize the “ Easy Payment Plan” option to call customers, even if they are considered a cash customer. Cash customers should only be presented with a payment option, at final discount.  

 

Preparing the Offer:

 

  • Calculate the initial everyday price for the Premium Asphalt Shingle System 
  • Prepare a mid-term loan payment
  • Prepare a long-term loan payment
  • Prepare all pricing for all discounts to be presented to customers during negotiation.
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