Our new RRSA salesmen use this blog for training purposes, to help them learn about roofing and selling roofs, along with motivation and sales techniques. I am of the mind that the best teachers are the people in the trenches, the ones who are actually out there doing the work. In that vein, I would like for you to read this discussion from Contractor Talk forum. The title of the thread is Advice for Selling Roofs, and it is jam packed with helpful advice and tips for being a better roofing salesman.
Here is just a sample of the roofing sales advice you will find there:
“1) sell yourself (2-5 minutes).
2) sell your company
3) sell the problem
4) sell the solution
5) sell the product
6) Ask for the order.
#1 is mostly non-verbal. Show up on time, be presentable, have a clean vehicle, ask about their wants, needs, objectives. Does the customer trust you to listen to his/her needs and wants? Will they open up to you?
#2 is about your credentials, experience, ability and reliability. Cover the basics (license, insurance, etc.), and move on to things that distinguish your company from all the rest. Bring out your case studies on how you solved difficult problems for their neighbours.
#3 is about identifying the customer’s concerns, seeing the situation for yourself, and working to make sure your customer is seeing what you are seeing. You may know what the problem is, but they may have an entirely different view of the situation.
#4 is about winning your customer’s trust that YOU understand what needs to be done and how. How will YOU solve the problem(s) and how will that be different from everybody else? Why is that important to your customer?
#5 is about the materials you will select to achieve the solution. Why is product A better than product B? Is the additional cost worth it in their situation? If the competition is showing product C, how will your recommended choice be better for the customer?
#6 By this time, they love you, they trust your company to do a good job, they totally understand what the issues are, they love your solution, and they love the products you’ll be using. Ask for the order so that you can deliver on the expectations you’ve aroused. Spending money is an emotional decision, and you’ve got to act when the emotion is high and in your favor.
Ed has given you some excellent advice and has shown his experience and knowledge in his reply.
Put yourself in the position of being the buyer of something that you know little about. What do you look for from a salesperson to help you make a decision? What gets you excited? What turns you off? Use your own experience (as a buyer) to see what you need to do to sell to your customers.”
- 72This great, inspirational post for RRSA roofing salesmen is taken from The Muse. The beginning portion of the article is below. You can read the full article here. By Jeffry Harrison Think about the people you know who are successful in their personal and professional lives. Were they born destined…
- 70New roofing salesmen for RRSA use this blog for training purposes. So with that in mind, this post with advice from an actual, new roofing salesman, John McDonald, is for you guys. The original article can be found here. 1. Get out of your truck. The number one issue that…
- 67For 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…