Price Objection

Objection: Price

Clients have needs because they have problems that must be solved.  Not all these needs are equal.  Some are more important than others.  When you first meet clients, you need to spend some time deciding what their needs are.  Start by working on the big problems first and then gradually ascend to the smaller less […]

Less More Sales Selling Overselling

About Overselling 

About Overselling  In the movie, Jerry Maguire, TomCruise reaches an epiphany which he must share with Renee’ Zellweger. After his LONG spiel Renee’ interrupts him saying, “Shut up. Just shut up….You had me at hello. You had me at hello.” Do you know when to shut up?  How often do you oversell?  Can you read […]

handshake sale

Selling Skills – Closing

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 […]

Probling blog people talking

Selling Skills – Probing

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 […]

questions

Handling Skepticism or Indifference

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 […]

commercial rooftop

Top 8 – Roofing Industry Specialty Products

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:  […]

Roofing service culture

A Service Culture

A Service Culture Service does not refer to a section of a roofing contractor, a department, a leak call, or a roof tech. Service refers to meeting the requirements of your clients.  Doing what you promise. Being a solution provider for every client, on every job site and in every situation. Your relationships with each […]