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
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Step Seven
Final Measurements:
Purpose: To be able to present a factual product package
Prior to heading into the negotiation, it is wise to have all your measurements verified and provide a cost on factual measurements
In order to allow yourself time to finalize measurements and strategize, it is wise to step away from the presentation, do one final lap to make sure everything’s in order and nothing is missed that could result in a situation where the project price presented is over discounted.
During this time, it is also a good time to review the pain points presented from the customer. Structure packages appropriately to address all issues detected and communicated during the presentation
If the sales representative finds them in a situation where the digital measurements are not complete or did not generate, it is wise to hard measure the building and add a waste factor to the final measurements Typical waste factors could range from 5% to 15% waste factor, depending on the complexity of the roofing system
*A 10X10 section equalling 100 square feet is considered 1 square of roofing surface
For example: Considering the sales representative is not at a home that is considered a Gable Roof
Gable Roof
This home would be hard measured at 28 LF X 60 LF= 1680 sq feet
Total square count with 0 waste factor = 17 squares
With 5% waste factor = 18 squares
This project can run at a total square count of 18 squares of new roofing materials.
