Selling Skills – Closing

handshake sale

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

Probling blog people talking

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 Skepticism or Indifference

questions

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 […]

Top 8 – Roofing Industry Specialty Products

commercial rooftop

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

top 7 roofing

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 […]

Did You Say What I Thought You Said? 7 Keys to Good Communication

Roofing blog

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 […]

A Service Culture

Roofing 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 […]