Buyers Insights Can Lead to Sales – 8 Salesperson’s traits that help you close or lose a sale Buyers make purchasing decisions of a product or service based upon a salesperson’s traits. The following is a summary salespersons traits: Honesty – Truth always and at all costs. Be credible. If an expedient lie is told, […]
Selling Skills – Closing When you close, the first step is to summarize those benefits the customer accepted during the call. In other words, you will summarize ONLY those benefits that the customer agreed were important. Summarizing accepted benefits can be of great value because it considers the listening ability of your customer. Most people […]
Selling Skills: Probing Probing is the skill of asking questions to gather information and uncover customer needs. There are two types of probes: open and closed. Open probes encourage a customer to respond freely. The key words that will assist in identifying an open probe include: Key Word Example: Who “Who handles this process for […]
Handling Objection Customer objections usually fall into two main categories: Misunderstandings about our product or service due to a lack of information. Drawbacks of our product or service, which exist whenever we are unable to directly satisfy the customer’s dislike or dissatisfaction with our product or service. Misunderstanding Drawback The customer objects to using […]
Recognizing Customer Attitudes A customer attitude toward our products/services generally falls into one of these four categories: Attitude Example: 😁 Acceptance is a customer statement of agreement with or approval of a benefit. “It sounds like you cans save us time/money/resources.” “You’re very convincing. I believe you could help with our budgets. […]
Handling Skepticism or Indifference When a customer questions or doubts that our product will provide the benefit, we say it will, you make a proof statement. You make a proof statement by citing a proof source. A proof source is any reference or piece of information that proves the benefit in question. Below is a […]
Selling Skills: Features and Benefits Selling is a process of uncovering and satisfying customer needs. In order to do an effective job of satisfying customer needs, it’s important to understand the difference between features and benefits. Feature: A Characteristic of Our Product or Service Benefit: The Value of a Feature to a Customer Below is […]
Selling Skills: Selling by Satisfying a Need Selling is a process of uncovering and satisfying customer needs. When communicating with a Client, we must be able to recognize needs for our product or service. A need is a customer want or desire that can be satisfied by your product or service. The key words that […]
SELLING SKILLS: How to Support When you support, you acknowledge the customer’s need and introduce the appropriate benefit(s) that will satisfy the need. The first step of a support statement is to acknowledge the customer’s need. When you acknowledge, you are showing the customer that you consider the need to be important. You do this […]
Would You Buy from You? The Greek philosopher Socrates said: “The life that is unexamined is not worth living”. Similarly, English historian Thomas Carlyle said: “What we have done is the only mirror by which we can see what we are”. One of the very best ways to assess your effectiveness in handling customers […]
Why Nobody Calls You Back Calling someone you don’t know is difficult. If you’re like most people, you agonize over what to say for an eternity before you finally pick up the phone. Then, instead of getting a human being on the line, you end up having to leave a voicemail message. And nobody calls […]
Roof Inspections and Formal Roof Care Programs A formal roof care program assists a roofing contractor with keeping client relationships. Through roof care programs, a company will offer life cycle care of roofing and building assets so those assets provide service for their intended design life. Roof Management moves customers from “leak management” to “asset […]
November 22, 2023 at 3:00 p.m. By Dani Sheehan via Roofer’s Coffee Shop We all have that one family member, friend or coworker who’s impossible to shop for! Consider adding one or more of these ideas as stocking stuffers or spoil yourself with a new addition to the toolbelt. No matter what you choose, you […]
Top 4: Sustainable Products that a Roofing Contractor Can Implement NOW! Sustainable Products provide environmental, social and economic benefits while protecting public health and the environment. Performance: These products are based upon a planned event and planned services. Features: The Client may receive government incentives to install product/use product. The Client may be required […]
Top 5 Professional Services to be Offered by a Roofing Contractor Clients buy and sell properties or begin managing a new property. During times of transition, data of roof conditions are required to assess the value of their assets. Clients need to have access to their roof data where and when they want it to […]
Top 8 – Roofing Industry Specialty Products These products are created based upon OSHA requirements, Tenant requests, and “Add-Ons” (upsells for quoted services). Performance: These products are based upon a planned event and planned services. Features: Different features are attributed to each product. Reliability: Scheduled work. Reliable due to the standardization of the products. Conformance: […]
Top 7 On-Demand Products for the Roofing Industry to Grow Your Business Your client has un-planned service at a facility. The client has a current problem that needs to be addressed quickly. Performance: These products are based upon a current need. The service is required now to fix a problem. These products all require quick […]
Top 3: Preventive Maintenance Products for the Roofing Industry Preventive Maintenance Products are used for regular inspection and maintenance of one roof or a portfolio of roofs for a client. 1.Preventive Maintenance & Inspection Program – Designed as a preventive maintenance program. The frequency of site visits is negotiated. This program is an inspection only […]
Did You Say What I Thought You Said? 7 Keys to Good Communication Communication is a key ingredient to working together effectively. Communication is not easy; talking is easy. Communication requires that we listen and speak skillfully, so our message is understood. In our business, we interact with all sorts of people. Some people maybe […]
How to Connect & Re-Connect We don’t connect with someone when… 1. We interrupt. 2. We don’t listen. 3. We are quick to tell our solutions – to fix it. 4. We ask more than one question at a time. 5. We ask a question and then answer it too. 6. We tell our story […]
