Objection: Need to Compare Prices with Competitor The presentation is completed. It went well. Very well. You are ready to close. Then, the following conversation occurs: Salesperson: “Is there anything else you want to ask?” Customer: (the client taps a pencil against a yellow pad. Glances down through the notes and taps again and shakes […]
Qualifying Your Customer…. When you hear the word qualify, do you feel overwhelmed? Questions such as, “Was that lead qualified?” are asked with every prospective job. So, we ask the qualifier if the qualifying for the qualifications were correctly qualified – huh? Qualifying boils down to asking simple questions to understand the need of […]
Roof Management – It Works! Roof Management moves customers from “leak management” to “asset management”, which results in considerable savings for the customer. Roof Management is a proactive approach to managing roofing assets for client portfolios of properties. Roof management is a program and a strategy that includes all the services provided by your […]
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 […]
Selling Skills – How to Open a Call When it is time to make a sales call, what is the best way to begin? Some techniques to open a call are the following: Open Probes Purpose Statements General Benefit Statements Open Probes: Open probes are particularly useful in situations where you feel the customer will […]
Selling Tips – Enthusiastic Attitude There is no substitute for enthusiasm. When the members of a team are enthusiastic, the whole team becomes highly energized. And that energy produces power. Have you ever noticed the difference passion makes? How many dispassionate successes have you met? How many high achievers lack enthusiasm? How many great leaders […]
Stop Complaining “How’s business?” one attendee asked another at a networking event. “This (fill in the blank – weather, economy, regulation, manufacturer inventory, flu) is killing us. We’ve got projects delayed right and left and trying to get prospects to close anything isn’t happening — things need to turn around fast.” The person […]
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 […]
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: 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 […]
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 […]
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: […]
