Advice for Selling Roofs from the Contractor Talk Forum

coffee-is-for-closers

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.”

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How to Become More Resilient So Nothing Can Keep You Down

Since today is Friday and RRSA roofing salesmen are always looking for motivation and inspiration, here is an awesome article from Tiny Buddha, whose newsletter I subscribe to for my own personal inspiration. This article nails it, so read for sure.

HOW TO BECOME MORE RESILIENT SO NOTHING CAN KEEP YOU DOWN

Below is the first part of the article. Read it in its entirety here.

How is it that some people can breeze through physical and emotional pain, whereas others wince at the mere thought of it?

Is it their genes? Their individual circumstances? Their support network?

Or is it a certain strength of character, something each and every one of us can develop with the right tools and training?

Two years ago I found myself needing to answer these questions.

I was sitting in a cafe in East London wiping the tears from my cheeks with a napkin. To my boss who’d just informed me she no longer needed me, it would’ve looked a little overdramatic. But at least an hour had passed since she’d left.

It was uncertain whether or not I’d be paid the previous month’s wages. I needed it to cover last month’s rent, to buy food for the following weeks, and now to call my mom. I’d moved to London only a month prior, giving up a good job and a bright future in a good company to work on a new, small but promising community project.

Despite the words of warning and concern from my family, I believed this was going to be the start of something great. Those tears were not for losing the position or even a month’s worth of hard work, but for the excruciating feeling of having to admit I was wrong and call my parents to take me in.

I was a mess. I felt like a failure to myself, and to all those who’d been looking out for me.

Today when I think about that unfortunate time, I realize I wouldn’t be where I am now without it. I learned an early, and somewhat easy, lesson in resilience.

Resilience: ”An individual’s ability to properly adapt to stress and adversity.”

Resilience is not something you either have or don’t have. It’s a set of behaviors, thoughts, and actions that can be learned and developed by anyone. And the great thing is, you don’t need to lose your job, money, or pride to cultivate it.

There are three keystone habits to master in order to become a temple of strength and resilience in times of adversity. I’ve spent the past several years practicing them, and they’ve completely transformed my life, so naturally, I now want to share them with you.

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National Roofing Week

June 5-11 is National Roofing Week. Watch the video below that covers all the happenings involved in this event.

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Have a Happy and Safe Memorial Day Weekend!

vets

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 continue to fight to keep America free.

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15 Steps to Becoming a Better Roofing Salesman

Come Join the RRSA team as an Roofing Salesman!

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

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Real Time Storm and Hail Videos

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The Effects of Hail on Residential Roofs

To continue our training of RRSA roofing salesmen, this PDF, The Effects of Hail on Residential Roofing Products.

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The article was adapted from a paper presented at the International Symposium on Roofing Technology. The article is a valuable read for roofing salesmen. Take time to read it and learn.

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One Key to Roofing Sales Success

“Don’t Give Up!” Persistence is what it’s all about. Continuing on everyday, in spite of bumps in the road, will eventually lead you to where you want to be. one key to roofing sales success

To be able to perform consistently you must have mental toughness. To help form habits which will make you mentally tougher, check out this fantastic article by James Clear, a famous weightlifter, entrepreneur and travel photographer, titled THE SCIENCE OF DEVELOPING MENTAL TOUGHNESS IN YOUR HEALTH, YOUR WORK, AND YOUR LIFE.

At the beginning of the article, James Clear says, “The research studies that I have found say that intelligence only accounts for 30% of your achievement — and that’s at the extreme upper end.What makes a bigger impact than talent or intelligence? Mental toughness. Research is starting to reveal that your mental toughness — or “grit” as they call it — plays a more important role than anything else for achieving your goals in health, business, and life. That’s good news because you can’t do much about the genes you were born with, but you can do a lot to develop mental toughness.”

The article really is a great one for those trying to develop mental toughness. And as a free bonus, if you sign up for his newsletter, Mr. Clear will email you a FREE 45-page PDF titled TRANSFORM YOUR HABITS. You will find the link for that at the bottom of his blog.

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Guidelines to Access Hail Damage to Shingle Roofs

For new RRSA roofing salesmen, here is the link to a great PDF created by Engineers that explains in-depth and gives specific guidelines for accessing hail damage on shingle roofs.

Here is an abstract of the PDF article:

ABSTRACT
The severity of hail damage to residential and commercial roofs depends on several
parameters including the age and type of roofing material, the roofing assembly, hail
size, and roof slope, among others.
Asphalt shingled roofs comprise a large percentage of insurance claims submitted for
roof-related hail damage. For asphalt shingled roofs, hail damage typically consists
of radial/circular areas of granule loss, which constitute latent damage and may affect
the future performance and lifespan of the shingles. The severity and extent of hail
damage to asphalt shingled roofs is not as visually apparent as compared with some
other common high-slope roofing materials, such as metal panels, wood shakes, and
clay/concrete tiles. Assessing the extent of hail damage to shingled roofs and
developing a scope of repairs can be difficult. Furthermore, guidelines for such
assessment are not well established.
Based on the authors’ experience, we propose guidelines and procedures to assess the
extent of hail damage to asphalt shingled roofs from which a scope of repairs can be
developed. A cost analysis for the consideration of repair versus replacement is also
presented.

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Roofing Sales Training: How to Shingle a Valley

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