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Your Role at Avalon
The Avalon Sales Representative is an independent, commission-based professional responsible for generating and closing residential and commercial roofing and exterior projects. This role focuses on meeting with customers, identifying needs, presenting clear solutions, and guiding projects from initial contact through signed agreement. Sales representatives are expected to operate with professionalism, integrity, and accountability while representing the Avalon brand in the field. Success in this role comes from strong communication, accurate documentation, consistent follow-through, and a commitment to delivering a high-quality customer experience on every project.

About Avalon
Role Expectations & Responsibilities 00:00
What It Means to Be a 1099 Salesperson
Taking it to the next level: Mindset: 00:00
Taking it to the next level: The psychology of sales: 00:00

Sales Standards and Expectations

Sales Terms and Processes:
This section introduces the core sales terminology and structured sales process used by our team. Understanding these terms and steps ensures clear communication, consistent customer experiences, and a professional approach at every stage of the sales cycle. Team members will learn how leads move through the sales process—from initial contact and qualification to discovery, proposal, follow-up, and close. Emphasis is placed on identifying customer needs, communicating value, addressing concerns with confidence, and guiding customers toward informed decisions. By mastering these sales terms and processes, team members are better equipped to build trust, maintain consistency, and represent the company with professionalism and integrity while delivering solutions that align with each customer’s goals.

Sales Technology:

Sales person licensing:

GAF Learning Portal

Estimates and Contract Writing:

Pricing:

Finance 101:

Insurance 101:

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Taking it to the next level: The psychology of sales:

Sales Psychology: Using Insight to Create Trust and Value

Taking sales to the next level requires understanding how customers think, feel, and make decisions—especially when it comes to protecting their home. Effective sales psychology is not about manipulation; it’s about building genuine connections, understanding customer needs, and guiding them toward solutions that provide real value.

At Avalon, strong sales conversations are built on trust, education, and clarity. By combining proven psychological principles with ethical practices, sales representatives can help customers feel confident, informed, and comfortable moving forward.

Key Psychological Principles in Sales

Build a Meaningful Connection
Create rapport by actively listening, showing empathy, and demonstrating genuine interest in the customer’s concerns and goals.

Social Proof
Reinforce trust by referencing past customers, testimonials, reviews, and completed projects that show others have chosen and trusted Avalon.

Scarcity & Urgency
Highlight real, time-sensitive factors—such as weather exposure, scheduling availability, or material timelines—to help customers understand the importance of timely decisions.

Reciprocity
Provide value upfront through inspections, education, and clear explanations, encouraging customers to engage and move forward with confidence.

Authority & Expertise
Position yourself as a knowledgeable professional by clearly explaining systems, options, and solutions specific to the customer’s home.

Framing
Present information in a way that emphasizes long-term benefits, protection, and peace of mind rather than short-term cost alone.

Commitment & Consistency
Encourage small steps—such as inspections or approvals—that naturally lead toward project completion.

Storytelling
Use real-world examples and experiences to help customers relate to the situation and visualize the outcome.

How to Apply These Principles in the Field

  • Ask open-ended questions to uncover true needs and concerns

  • Tailor your approach based on each homeowner’s priorities

  • Use confident, professional body language to build trust

  • Address objections clearly and proactively

  • Educate customers using visuals, examples, and real project experiences

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