About This Course
The Process
This course is designed to provide comprehensive training on the Avalon Roofing sales process, equipping new hires and current employees with the essential knowledge and skills needed to excel in sales. Participants will learn Avalon Roofing’s sales philosophy and structured process, techniques for building rapport with prospects, conducting thorough evaluations, presenting the company’s advantages, discussing financial considerations, and demonstrating products. The course also covers crucial stages such as preparing for the close, accurate pricing, effective negotiation, and post-sale reassurance, ensuring sales representatives can engage effectively with prospects, present solutions confidently, and close deals successfully.
Curriculum
22 Lessons
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
Write a review
Free
