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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

Quiz- Product Demonstrations 00:00
Quiz-Solution/Demo
Step 5 Product Solution/Demo 00:00

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

Go to course home
Step 5 Product Solution/Demo
About Lesson

Product Solution/Demo

The purpose of the product demonstration is to give a memorable and impactful presentation that highlights the unique benefits and features of Avalon Roofing’s products. Using the FAB (Features, Advantages, Benefits) theory ensures that prospects understand the value and advantages of our roofing solutions.

Using the FAB (Features, Advantages, Benefits) Theory

The FAB theory is an effective way to structure product presentations by focusing on the Features, Advantages, and Benefits of the products. This approach helps in clearly communicating the value proposition to the prospects.

  • Features: Describe what the product is and what it does.
  • Advantages: Explain why the feature is important and how it stands out.
  • Benefits: Highlight how the feature positively impacts the customer, addressing their needs and desires.

Presenting Avalon’s Product Offerings

Avalon Roofing offers two main types of roofing systems:

  1. Premium Dimensional Asphalt Roofing System
  • Features:
    • Self-Adhering Membrane: Installed on the most vulnerable sections of the roof.
    • Premium Underlayment: Full encapsulation to prevent leaks.
    • Strike Zone Technology: Ensures proper installation and nail placement.
    • Timberline HDZ Shingles: Featuring LayerLock Technology and DuraGrip adhering strip to guard against blow-off and wind-driven rains.
    • Balanced Attic Ventilation System: To combat ventilation issues and enhance energy efficiency.
    • Copper Granule Infusion: Prevents algae growth.
  • Advantages:
    • Enhances the roof’s durability and weather resistance.
    • Provides a visually appealing 3D finish.
    • Reduces maintenance needs with advanced technologies.
    • Offers a variety of color options to match any home aesthetic.
  • Benefits:
    • Longer-lasting roof with reduced risk of leaks and damage.
    • Improved home energy efficiency and lower energy bills.
    • Aesthetic improvement adds to the home’s curb appeal and overall value.
    • Peace of mind with extended warranty coverage and professional installation.
  1. Upgraded Metal Stone Coated Roofing System
  • Features:
    • Durability: Made from high-quality metal materials.
    • Weather Resistance: Excellent protection against extreme weather conditions.
    • Aesthetic Appeal: Available in various styles and colors to match any home design.
  • Advantages:
    • Offers superior strength and longevity compared to traditional roofing materials.
    • Requires minimal maintenance and provides long-term savings.
  • Benefits:
    • A permanent roofing solution that enhances the home’s value.
    • Increased protection and reduced risk of weather-related damages.
    • Enhances the home’s aesthetic appeal, adding to its overall market value.

Highlighting the Golden Pledge Warranty and Other Selling Points

Avalon Roofing’s Master Elite status with our manufacturing partner allows us to offer the industry-leading Golden Pledge Warranty, providing unmatched protection and peace of mind to our customers.

Golden Pledge Warranty Highlights:

  • Lifetime Shingle System Warranty: Covers the entire roofing system for a lifetime.
  • Smart Choice Protection Period: 50 years of non-prorated coverage.
  • Algae Warranty: Up to 30 years, depending on the product.
  • WindProven Warranty: 15 years with no maximum wind speed limitation for LayerLock labeled shingles.
  • Tear Off and Disposal Coverage: Included when necessary.
  • Workmanship Coverage: Up to 30 years for Timberline UHDZ Shingles.

Other Selling Points:

  • Professional Installation: All installations are carried out by Master Elite certified professionals, ensuring the highest standards of workmanship.
  • Energy Efficiency: Our roofing systems contribute to better attic ventilation and overall home energy efficiency, leading to cost savings on energy bills.
  • Customer Satisfaction: Our commitment to customer service and quality control ensures a seamless and satisfying roofing experience for every homeowner.

By using the FAB theory and highlighting these key points, Avalon Roofing’s product demonstrations can effectively convey the superior value and benefits of our roofing solutions, ultimately leading to higher customer satisfaction and successful sales conversions​​​​.

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