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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 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 9 The Negotiation/Presenting The Price 00:00
Handling Objections and Presenting Multiple Discount Options 00:00
Techniques for Effective Negotiation 00:00
Quiz Summary: Techniques for Effective Negotiation
Quiz Summary: Negotiation/Presenting the Price

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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Techniques for Effective Negotiation

Effective negotiation techniques help in reaching a mutually beneficial agreement. Here are some techniques that Avalon Roofing representatives can use:

  1. Preparation:
    • Know Your Numbers: Be familiar with the costs, margins, and potential areas where discounts can be applied without compromising the company’s profitability.
    • Understand Customer Needs: Have a clear understanding of the customer’s priorities and pain points to tailor the negotiation strategy accordingly.
  2. Building Rapport:
    • Establish a connection with the customer by showing genuine interest in their concerns and preferences. Building trust is essential for a successful negotiation.
  3. Active Listening:
    • Pay close attention to what the customer is saying. This helps in identifying their primary concerns and addressing them effectively.
  4. Offer Multiple Options:
    • Provide the customer with a few different options at varying price points. This can help them feel more in control and more likely to make a decision.
    • Example: “We have three packages available: the basic package includes high-quality asphalt shingles, the premium package includes the addition of a self-adhering membrane for extra protection, and the deluxe package includes our top-of-the-line metal roofing system.”
  5. Highlighting Unique Selling Points:
    • Emphasize what sets Avalon Roofing apart from competitors, such as the Golden Pledge Warranty, expert installers, and the company’s long-standing reputation.
  6. Incremental Closing:
    • Close smaller parts of the deal incrementally. For instance, get agreement on the type of shingles first, then move on to additional features like ventilation systems and warranties.
    • Example: “Would you agree that the Timberline HDZ Shingles are the best choice for durability and aesthetics?”
  7. Flexibility:
    • Be willing to make small concessions if it helps close the deal. For instance, offering an extended warranty period or a slight reduction in the final price can be effective.
  8. Summarize and Confirm:
    • Recap the agreed-upon terms to ensure there is no misunderstanding. Confirm the customer’s commitment before finalizing the paperwork.
    • Example: “Just to confirm, we’ll be installing the premium dimensional asphalt roofing system with the enhanced ventilation package, and we’ll include the seasonal discount, bringing your total to $XX,XXX. Does that sound good?”

By using these techniques, Avalon Roofing sales representatives can effectively navigate negotiations, address customer objections, and close deals successfully.

 

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