Roofing prospects may weigh price, quality, service and overall satisfaction differently for each purchase. Use these four discussion areas to ask what matters to the customer, rather than assigning a fixed personality type.
Price seekers
Ask how the customer is comparing the total price and the included work.
- Explain what the quote includes and excludes.
- Give clear answers about costs and payment terms.
- Ask which details they need before comparing options.
Quality seekers
Ask what quality means for this property and the work under discussion.
- Discuss the materials, workmanship or documentation relevant to the job.
- Explain the options and their differences in plain language.
- Provide evidence for the specific claims you make.
Service seekers
Ask how the work will affect the people using and managing the property.
- Discuss communication, scheduling and access needs.
- Explain the service arrangements your team can provide.
- Confirm how questions and problems will be handled.
Satisfaction seekers
Ask what a satisfactory outcome would look like to the customer.
- Clarify the result they want and any concerns about the process.
- Agree on priorities, responsibilities and next steps.
- Check that your proposal reflects what they described.
Let the customer explain their priorities in their own words. Use sales probing questions to explore the details before recommending an option.