Closing the Sale by Building Relationships with Customers-Free Sales Guidebook

free classes free career advice

If there is one name associated with sales success and relationships with clients, it is Dale Carnegie. I remember reading HOW TO WIN FRIENDS AND INFLUENCE PEOPLE when I was still in high school and it motivated me SO much. For your enjoyment and education, RRSA roofing salesmen, here is a free sales guidebook from DaleCarnegie.com called CLOSING THE SALE BY BUILDING RELATIONSHIPS WITH CUSTOMERS. Take a minute to join their free newsletter and the guide will be yours for free.

Read and learn!

Related Posts

  • 66
    Good Sunday morning, Real Career US readers! If you have found this page while seeking a job or looking for sales inspiration you landed on a gold mine. Today we are going to talk about inspiration especially for salesmen, or salespeople, to be politically correct and include any ladies who…
    Tags: dale, carnegie, people, inspiration, salesmen, remember, friends, books, read, sales
  • 62
    Happy Wednesday to all of our Real Career US readers and our team of RRSA salesmen! Today I would like to share four inspirational and motivational posts from around the web that we feel are the best for roofing salesmen. If there is one thing a salesman can always use,…
    Tags: people, will, books, salesmen, sales, roofing, reading, rrsa, motivation, inspiration
  • 58
    Outside Sales, particularly outside roofing sales, is a job like no other. It takes a strong, thick-skinned person, someone who does not discourage easily and let's a no flow, like water off a duck's back, to put it bluntly. As the blogger for RRSA and Real Career US, it occurred…
    Tags: sales, motivation, roofing, will, rrsa, salesmen, motivated
  • 57
    If there's one thing a salesman needs, it's inspiration. Most successful salespeople make a habit of reading inspirational material and have quotes they memorize to keep them motivated. Below are the top 50 inspirational sales quotes. Share this post on your Facebook page so that you can refer back to…
    Tags: people, will, sales, remember, learn, success, carnegie, dale, salesmen, motivated
  • 54
      RRSA roofing salesmen, and salesmen in general, need a lot of inspiration and motivation. Sundays are good for that, so to help you start the week off right, here is a great article from James Altucher titled How to be The Luckiest Guy on the Planet in 4 Easy…
    Tags: salesmen, read, newsletter, motivation, inspiration, rrsa, roofing, sales

How to Get People To Follow You-Video

Simon Sinek is well-known as one of the great thought leaders of our times. In the following TED video from iQuest, Mr. Sinek explains how you can get people to follow you. Great inspiration for our roofing salesmen.

Related Posts

  • 38
    Enter the contest above, just a bonus for reading our blog! Then read this powerful article. Great info for roofing salesmen. 11 Ways to Create an Instant Connection with Anyone Too many people succumb to the mistaken belief that the ability to connect with others is a natural, unteachable trait…
    Tags: people, follow, roofing, salesmen, inspiration
  • 35
    For your Sunday inspiration and motivation going into your new sales week, here is an awesome post from the website Ambition, with 10 epic videos to inspire salesmen. Below is one of the ten videos with words of wisdom from Steve Jobs, Kevin Spacey, Adrian Peterson. The video is called…
    Tags: videos, salesmen, inspiration, roofing, video, great, follow

Sales Tips for New Roofing Salesmen

coffee-is-for-closers

Selling is communicating your trade and profession to the customer. Notice that I didn’t use the words coerce, cheat, force, push or swindle. Communication is the key. It is not your customer’s responsibility to understand the difference between you and the competition. It is your responsibility to clearly communicate your trade, what your company has to offer, and the kind of work you do.

The following tips are just tips, suggestions, ideas and phrases you can use when talking with customers. There is no rhyme or reason to their order.

Tip Number One: “Tell me more about that.”
Selling is about gathering information. Try using broad questions that force the customer to talk to you and tell you what they had in mind. Sample questions are:
“Tell me a little about the job you are looking for.”

“So that we can do our best to meet your needs, help me understand the kind of job you are interested in.”

When the customer offers some information, restate what they say and ask them to tell you a little more about that or some other phrase that flushes out more information.

“So you want an inexpensive job? Tell me a little more about that.”

“So you want this done right away? Tell me a little more about that.”

“So you already have one price and it is more than you want to spend? Tell me a little more about that.”

“You feel our price is too high? Help me understand what causes you to think that.”

I know this seems a little awkward but you can customize it into your own terms. The idea is to get the customer to talk.

Tip Number Two: Answer a question with a question.
Most of us were good boys and girls and learned to obey our teachers, big brothers, parents and other people of authority. This was a good strategy when you were eight years old. Being obedient kept you out of trouble and meant you were a polite child. Most of the authority role models in your life knew more than you and were only trying to protect you.
This logic does not necessarily work well for contractors when talking with customers. The customer probably does not know more about the job than you and probably needs some education. Blindly answering the customer’s questions may not be in your best interest because the customer may be asking the wrong question for the wrong reason. Answering a question with a question can help flush out more information.

For example, if the customer asks, “Do you guarantee your work?” You should say, “We obviously stand by our work but are guarantees an issue for you? Is there a particular reason you are interested in guarantees?”

I know this seems silly, but at this point you may not have enough information to give the right answer. The other contractor may have offered a guarantee that they want to compare yours to. Or maybe they bought a used car and the guarantee was worthless and they have a bad taste in their mouth. Maybe they had a roofer guarantee a roof and when they called in on a leak the roofer was out of business. At this point you just do not have enough information to start making assumptions.

Tip Number Three: Tag lines for objections
In the heat of battle, it seems like customers give you a million objections. In reality, fewer than 10 objections cover 90 percent of the objections contractors face. Price, third party authority, schedule and another contractor are just a few. It just makes sense to come up with some common lines you can offer to counter these basic objections. I call these tag lines, something you pull out of your pocket and say to the customer. Let’s practice with that age-old objection — price.
The customer says, “Your price is too high.” You would then say, “I know it is a lot of money. Here at Acme Contracting we decided a long time ago that we were better off to charge a little more than to deal with the problems that cutting corners causes. We have done more than 300 jobs in town and I want to make sure that if I see you in the grocery story, I am proud of the work we did for you.”

Practicing a little and having a strong tag line just makes sense. This can keep your from being offended and blurting out something like, “If you buy a crummy job, you get what you deserve.”

Now let’s offer one for higher authority. Customers are famous for passing the buck by saying something like, “I have to talk to my husband” or “I have to call the home office for approval.” Most contractors will tuck tail and run at this point. The more aggressive salesperson might reply, “Let me talk to them for you.” Neither are appropriate responses.

The best response at this point is to test the objection for validity. Indicate that you appreciate the need to communicate to a third party, but you want to make sure that the person you are talking to is happy because that is who you will be working with, not the third party. Say something like “I can appreciate you wanting to talk to your husband. I talk over major decisions with my wife. At this point, I have not met your husband and you and I are the ones who will be working together. Based on what you have heard, are you comfortable with us doing the job?”

Summary

Selling is about communication and most of us communicate according to how our parents and other surroundings taught us as a youth. However, believing that you can simply write an estimate, drop it in the mail and get the job may be foolish. Learn to talk with the customer. Practice a little. Simple communication can be a powerful tool. Try some of these tips and see how they fit. Lots of contractors use them successfully. What do you have to lose? The whole process might surprise you.

Related Posts

  • 79
    Tags: salesmen, roofing, sales, tips
  • 71
    I found this great article from Roofing Contractor, Ten Tips for More Effective Roofing Sales Presentations. Below is the beginning of the article, you can read the full article by clicking on the link above. Great stuff for roofing salesmen! "You never get a second chance to make a first…
    Tags: sales, roofing, will, number, tips, salesmen
  • 71
    Good morning, Real Career US Readers! Today I want to share with you what I consider the best posts from across the internet for storm roofing salesmen. I know as a former salesperson myself that salesmen are always looking for motivation, inspiration, tips and advice on how to be better…
    Tags: roofing, salesmen, best, tips, will, sales, customer
  • 70
    15 Steps to Becoming a Better Roofing Salesman Be a Critical Thinker Be Disciplined Be Charismatic Be Resourceful Be Focused Be Competitive Be Passionate Be Curious Be Confident Be Firm Be Persistent Be Open-Minded Be Honest Be Knowledgeable Be Communicative
    Tags: roofing, sales, salesmen, tips
  • 68
    Great roof sales training video for RRSA salesmen.
    Tags: salesmen, sales, roofing, tips

Happy Thanksgiving to All Our Roofing Salesmen from RRSA!

Related Posts

  • 75
    Happy Thanksgiving from the RRSA family to you and yours!
    Tags: happy, rrsa, thanksgiving
  • 64
    To all of our readers and to our RRSA salesmen and their families, have a happy and safe Memorial Day weekend. And let's remember while we enjoy this freedom to celebrate, we keep in mind the reason for this holiday, to memorialize the men and women who have fought and…
    Tags: happy, salesmen, rrsa, roofing
  • 60
    If you are considering coming to work for RRSA as a roofing salesman and wonder about the ins and outs of a roofing salesman's life, you will learn a lot from reading this thread from Roofing.com, where actually roofing salesmen, roofers, insurance adjusters and contractors talk candidly about roofing sales.…
    Tags: roofing, rrsa, salesmen
  • 59
    This is a great video for RRSA salesmen to learn how GAF Timberline shingles are installed by a pro roofer.
    Tags: rrsa, salesmen, roofing
  • 58
    RRSA is gearing up with great excitement for the 2016 International Roofing Expo, which is being held in Orlanda, Florida this year, in mid February. Watch the video recap below of the 2015 event.
    Tags: roofing, rrsa, salesmen

Staying on Top of Roofing Problems

cropped-27d2c64.png

There is a Question and Answer post on HGTV that we would love our RRSA roofing salesmen to chime in and on see if they agree with the answers to consumers roofing questions. Here is the post. Let us know what you, as a professional roofing salesmen, think about the solutions to the roofing problems presented.

Related Posts

  • 45
    Selling is communicating your trade and profession to the customer. Notice that I didn’t use the words coerce, cheat, force, push or swindle. Communication is the key. It is not your customer’s responsibility to understand the difference between you and the competition. It is your responsibility to clearly communicate your…
    Tags: question, questions, roofing, salesmen
  • 45
    This is a great video for RRSA salesmen to learn how GAF Timberline shingles are installed by a pro roofer.
    Tags: rrsa, salesmen, roofing
  • 45
    RRSA is gearing up with great excitement for the 2016 International Roofing Expo, which is being held in Orlanda, Florida this year, in mid February. Watch the video recap below of the 2015 event.
    Tags: roofing, rrsa, salesmen
  • 43
    If you are considering coming to work for RRSA as a roofing salesman and wonder about the ins and outs of a roofing salesman's life, you will learn a lot from reading this thread from Roofing.com, where actually roofing salesmen, roofers, insurance adjusters and contractors talk candidly about roofing sales.…
    Tags: roofing, love, rrsa, salesmen
  • 43
    To help continue educating our RRSA roofing salesmen, we have found this great blog from McGarry and Madsen home inspectors, where they answer questions from homeowners. Every blog post is the answer to a question that homeowners have posed to them, and it is chock full of educational information for…
    Tags: roofing, answer, post, salesmen, rrsa, question, questions

Real Contractors Review GAF Shingles and Roofing Systems-Video

RRSA loves GAF! Here is a video with real roofing contractors reviewing GAF shingles and roofing systems.

Related Posts

  • 71
    Watch the following video where actual contractors state their opinions about GAF shingles and roof systems. RRSA is a Master Elite GAF Contractor, and this is one more reason we are proud of that distinction.
    Tags: gaf, shingles, contractors, rrsa, systems, systems-video, review, roofing, video, real
  • 44
    If you are considering coming to work for RRSA as a roofing salesman and wonder about the ins and outs of a roofing salesman's life, you will learn a lot from reading this thread from Roofing.com, where actually roofing salesmen, roofers, insurance adjusters and contractors talk candidly about roofing sales.…
    Tags: roofing, contractors, real, rrsa
  • 44
    Just one of the many reasons RRSA is proud to be a Master Elite Contractor with GAF is the awesome array of iPad and iPhone apps and utilities available to our roofing salesmen to use to make their job easier and themselves more successful. Below are just a few of…
    Tags: gaf, roofing, contractors, rrsa, real
  • 41
    Just one of the many reasons that RRSA loves being a Master Contractor for GAF is the great mobile apps available for our salesmen to use in their profession. Below are a few of our favorites. For the full list and explanation of GAF mobile apps, follow this link. GAF…
    Tags: gaf, contractors, shingles, roofing, rrsa
  • 41
      RRSA is big in the commercial roofing industry, as well as residential roofing. This is a series of 8 videos from GAF teaching all of the aspects of commercial roofing installation. Great learning tool for RRSA roofing salesmen who want to get ahead of the game and learn the…
    Tags: roofing, gaf, rrsa

How President Trump Will Affect Your Wallet

donaldtrump_c0-0-3864-2252_s885x516-300x175

Though we don’t normally discuss politics on the Real Career US blog, today is going to be an exception. A new president has been elected, Donald Trump, and as roofing salesmen, the financial outlook for what President Trump has in mind for the country will definitely effect your bottom line.

I wrote this post yesterday at MoneyThumb.com, referring to an article from Forbes.com, where I talk about accounting and finance, but it covers information that will be helpful to you were your wallet is concerned. Below are highlights from the article:

The article is called How President Trump Will Affect Your Wallet by Forbes Contributor Rob Berger, and we consider it a must-read so we can be prepared for coming changes to our financial outlook and taxes. Below are a few important highlights from the article:

President Trump’s First 100 Days

Taxes–Federal income taxes will come down significantly for everybody. In addition, the tax brackets will be reduced from seven to three. For joint returns, here are the three brackets:
Less than $75,000: 12%
More than $75,000 but less than $225,000: 25%
More than $225,000: 33%
Trump’s tax plan increases the standard deduction to $30,000 ($15,000 for single filers). The personal exemption will be eliminated. And importantly, itemized deductions will be capped at $200,000 ($100,000 for single filers). These changes will benefit the working-class, while potentially increasing taxes (although at a lower tax rate) of the wealthy by capping itemized deductions.In short, every working American’s wallet will get fatter under Trump, with hedge fund managers the one exception.

Child Care–Trump has proposed an above-the-line deduction of up to $5,000 for childcare of children under age 13. An above-the-line deduction doesn’t require a taxpayer to itemize. These deductions reduce adjusted gross income. The deduction is unavailable to high income earners.
For families making $62,400 ($31,200 for single filers), Trump would offer a childcare rebate through the Earned Income Tax Credit.
Families could establish a Dependent Care Savings Accounts with an annual contribution limit of $2,000. For low-income families, the government will provide a 50% match up to $1,000 a year. Interestingly, funds still in the account when the child turns 18 could be used for educational expenses.

Healthcare–Trump has made clear that he will seek the repeal of the Affordable Care Act. He wants to replace the ACA with new reforms, according to Trump’s Healthcare Reform White Paper. These reforms include the following:
Allow health insurance to be sold across state lines
Allow individuals to fully deduct health insurance premiums
Allow individuals to use Health Savings Accounts (currently use is restricted to those with high deductible health insurance plans)

National Debt–Trump has made clear that he will seek the repeal of the Affordable Care Act. He wants to replace the ACA with new reforms, according to Trump’s Healthcare Reform White Paper. These reforms include the following:
Allow health insurance to be sold across state lines
Allow individuals to fully deduct health insurance premiums
Allow individuals to use Health Savings Accounts (currently use is restricted to those with high deductible health insurance plans)

These are major highlights from the Forbes article, How Will President Trump Affect Your Wallet. We hope this helps ease any anxiety you might be feeling with the election results. As they always say, knowledge is power and now you have something solid to refer to when it comes to changes in your finance and accounting issues under a new US regime.

Digital Marketing Advice for Roofing Companies

key-to-success-sales-people-sales-career

I have often suggested that RRSA roofing salesmen actually create their own personal website or blog to discuss their sales experience, network with other salesmen and roofing companies, offer advice to potential clients, post pics of their jobs, and talk about the industry and roofing in general. The advice in the following article is actually what roofing companies can do or have done by a search optimization, (SEO) professional to assure online sales success. But this advice also applies to savvy roofing salesmen who want to take their game to the next level-digital.

Below is a portion of the article. Read the full article here. Great info!

“Fortunately, as the economy has been steadily improving, roofing companies have a cautiously optimistic outlook on the future of the industry. According to Roofing Contractor, residential roof improvement needs are expected to increase; however commercial projects may slightly decline. Due to this unsteady environment, competition for projects has increased, making it more important than ever for roofing companies to revolutionize the way they market themselves if they want to stand out among the crowd. With the wide variety of digital marketing tools available, it can be hard to know which ones will work best for your roofing company. We’ve highlighted the three best options to help you get started with your digital roofing campaign.

1. Claim your “places” online.

Many roofing contractors and companies may still consider the Yellow Pages to be a very important marketing tool for getting new leads. However, as the popularity of the Internet grows, more and more people are turning to search engines rather than the Yellow Pages to find a roofing company to work with.”

Related Posts

  • 60
    Just one of the many reasons RRSA is proud to be a Master Elite Contractor with GAF is the awesome array of iPad and iPhone apps and utilities available to our roofing salesmen to use to make their job easier and themselves more successful. Below are just a few of…
    Tags: roofing, salesmen, sales, tips, rrsa, tricks, advice
  • 57
    RRSA Salesmen, if you don't do another thing today, watch and learn from this great video:
    Tags: salesmen, advice, roofing, rrsa, sales, tips
  • 56
    We are going to do some forward thinking today for new RRSA roofing salesmen, or this post could well apply to current salesmen and management. The National Roofing Contractors Association has this great teaching module called How to Be an Excellent Trainer. The course is free and last about 15…
    Tags: roofing, salesmen, sales, rrsa, advice
  • 55
    I found this great article from Roofing Contractor, Ten Tips for More Effective Roofing Sales Presentations. Below is the beginning of the article, you can read the full article by clicking on the link above. Great stuff for roofing salesmen! "You never get a second chance to make a first…
    Tags: sales, roofing, article, tips, salesmen, advice
  • 55
    15 Steps to Becoming a Better Roofing Salesman Be a Critical Thinker Be Disciplined Be Charismatic Be Resourceful Be Focused Be Competitive Be Passionate Be Curious Be Confident Be Firm Be Persistent Be Open-Minded Be Honest Be Knowledgeable Be Communicative
    Tags: roofing, sales, advice, salesmen, tips

Steep Roof Installation Tips and Tricks

Great video for roofing salesmen to learn tips and tricks roofers use for steep roof installation.

Related Posts

  • 58
    Great roof sales training video for RRSA salesmen.
    Tags: roof, salesmen, video, great, training, roofing, tips
  • 57
    Here is a great video from About.com about How to Remove Roof Shingles. Great info for new RRSA salesmen.
    Tags: video, great, roof, salesmen, roofing, training
  • 55
    As a sales associate for RRSA, one of the first things you will learn is the correct way to measure a roof. The article below is an in-depth explanation of how to measure of roof, complete with diagrams. There are many ways in which to measure a roof. This section…
    Tags: roof, roofing, training, learn
  • 54
    Hello out there, Real Career US Readers! We hope everyone is gearing up for a beautiful Thanksgiving. This Thanksgiving is going to be the best one in years for yours truly. So many great things are going on, blessing upon blessing piling up, I keep wanting to pinch myself. My…
    Tags: roofing, roof, great, salesmen, roofers, training, learn
  • 52
    Good Sunday morning, Real Career US readers! I realized today that one thing that is of utmost importance when it comes to roofing is safety, and I haven't talked enough about it here. So today, I am sharing a great resource I found with a ton of free material from…
    Tags: roofing, roof, video, salesmen, great, learn, training, roofers

Steve Jobs Top 10 Rules for Success-Video

Roofing salesmen! Take a few minutes to watch this video, it could change your life.

Related Posts

  • 38
    If you have never been in sales then we must warn you, the truth is that success in sales is almost like a drug, it is highly addictive. Once you have made that first sale then you will understand, as seasoned salesmen do, the high that comes with it. There…
    Tags: success, life, salesmen, jobs, roofing
  • 37
    For your Sunday inspiration and motivation going into your new sales week, here is an awesome post from the website Ambition, with 10 epic videos to inspire salesmen. Below is one of the ten videos with words of wisdom from Steve Jobs, Kevin Spacey, Adrian Peterson. The video is called…
    Tags: videos, salesmen, roofing, video, watch, jobs, steve
  • 33
    It has been quite a while since we talked about safety on the roof. I decided it was time to share a video from OSHA about safety while roofing. Watch and learn!
    Tags: roofing, video, watch, videos
  • 31
    If you don't do anything else today, watch this video. Roofing salesmen will learn a lot about sales motivation from watching.
    Tags: roofing, salesmen, video, watch, videos
  • 30
    Great roof sales training video for RRSA salesmen.
    Tags: salesmen, video, roofing, jobs