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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 Four Investment VS Expense/Price Conditioning- Financial Decisions 00:00
Financial Discussions 00:00
Quiz-Financial Discussions

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

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Financial Discussions
About Lesson

Financial Discussions

Investment vs. Expense/Price Conditioning

Educating Prospects on the Long-Term Benefits and ROI of a New Roof

One of the key aspects of Avalon Roofing’s sales strategy is to educate prospects on the distinction between an investment and an expense. When it comes to roofing, this difference is significant:

  • Investment: A new roof is an investment in the home’s long-term value. High-quality roofing materials and professional installation ensure durability, enhance curb appeal, and contribute to energy efficiency, all of which can lead to increased home value.
  • Expense: In contrast, treating roofing as an expense focuses on the upfront cost without considering the long-term benefits and savings.

By framing the conversation around investment, sales professionals can help prospects see the value in choosing Avalon’s roofing solutions. For example, using real estate appreciation data, homeowners can be shown how their home’s value could increase over time, often recouping the initial investment in just a few years .

Addressing Financial Concerns and Offering Cost-Effective Solutions

Financial concerns are a common hurdle in the sales process. To address these concerns effectively, Avalon Roofing offers:

  • Flexible Financing Options: By providing a range of financing plans, including long-term payment options with no early payment penalties, homeowners can choose a payment plan that fits their budget.
  • Transparent Pricing: Clearly breaking down the costs associated with different roofing options helps homeowners understand what they are paying for and why.
  • Promotional Discounts: Offering limited-time promotional discounts can help motivate prospects to make a decision sooner, knowing they are getting the best possible deal.

Sales representatives should emphasize the value of these financing options and discounts, reassuring homeowners that high-quality roofing solutions are accessible and affordable .

Understanding and Explaining Equity Appreciation

Equity appreciation refers to the increase in a home’s value over time, which can significantly benefit homeowners who invest in quality home improvements like a new roof. Here’s how equity appreciation works and why it’s important:

  • Annual Increase: On average, homes in the U.S. experience a 3-5% increase in value annually. For example, a home valued at $225,000 could see its value rise to $287,163 over five years at a 5% appreciation rate. This results in a gain of $62,163 in equity .
  • ROI Example: If a homeowner invests $31,755 in a new roofing system and the home appreciates as expected, the investment could be fully recouped through increased home value within a few years. This demonstrates a clear return on investment (ROI), making the financial decision to invest in a new roof much easier for homeowners .

By providing concrete examples and data, sales representatives can effectively communicate the financial benefits of investing in a new roof, addressing any concerns about upfront costs and emphasizing the long-term value and savings.

This structured approach not only helps in overcoming financial objections but also builds a stronger case for why Avalon Roofing is the best choice for high-quality, cost-effective roofing solutions.

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