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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 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 7 Final Measurements 00:00
Pricing the Project 00:00
Final Measurements

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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Pricing the Project
About Lesson

 

Accurate Pricing Based on Measurements and Project Scope

Once measurements are finalized, the next step is to calculate an accurate project cost:

  • Material Costs: Calculate the cost of materials based on the accurate measurements. Ensure to include all necessary components such as shingles, underlayment, flashing, nails, and any specialized items required for the project.
  • Labor Costs: Estimate labor costs based on the complexity and size of the project. This includes the time required for installation, removal of old roofing, and any additional work such as structural repairs.
  • Additional Costs: Account for any additional costs, such as permits, disposal fees for old roofing materials, and transportation costs for materials and equipment.

Presenting Financing Options and Payment Plans

Presenting flexible financing options and payment plans is crucial for making the project financially accessible to the homeowner:

  • Financing Options: Provide detailed information on available financing options, including interest rates, repayment terms, and any promotions or discounts. Highlight the benefits of financing, such as spreading the cost over time without immediate financial strain.
  • Payment Plans: Offer customized payment plans that align with the homeowner’s budget. These plans can include options like:
    • Monthly Installments: Spread the total cost over a specified period with manageable monthly payments.
    • Deferred Payment Plans: Allow homeowners to delay payments for a certain period, often interest-free for the initial months.
    • Upfront Discounts: Provide a discount for homeowners who choose to pay the full amount upfront.
  • Clear Communication: Ensure that all financing and payment plan details are communicated clearly and transparently. Provide written documentation that outlines the terms and conditions to avoid any misunderstandings.

By ensuring accurate measurements, reviewing pain points, structuring tailored packages, and offering flexible pricing and payment options, Avalon Roofing can provide a seamless and satisfactory customer experience from start to finish.

 

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