Objection: NO! Customer: (Objections throughout the discussion) “It’s too expensive.” “We’ve never done it before.” “We are fine the way we are.” Customer: “I want to thank you for coming in here today. You’ve done an impressive job, and I know we’ve put you through the wringer. I appreciate what you’re offering, but I must […]
Preserving Company Culture Amid Growth Aligning Operations with Customer Perception In the pursuit of sustainable growth, maintaining company culture while aligning internal operations with external customer perceptions emerges as a critical challenge. Let’s explore ways you can preserve your organizational culture as you grow. Core Values and Leadership Central to this approach is the pivotal […]
Objection: You Cannot Get a Tech On-Site When We Need It Speeding up service levels (4 hours, that evening, same day, next day, two days) may be achievable. There may be a cost associated with expedited service. The question is, is that really what the client wants? And are they willing to give up more […]
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 More than Price Have you ever been low bid and didn’t get the job? It doesn’t seem right. How did it happen? What can you do to avoid that in the future? Bidding more and more jobs will not guarantee a steady flow of profitable work in today’s competitive market. When a client doesn’t […]
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 […]
Stumbling Blocks on the Road to Success What’s getting in the way? You are…. The stumbling blocks on the road to success are of your own creation. Recognize any of them? Wishing and wanting. Do you have a written list of goals? Those who write down their goals are more likely to achieve them. Get […]
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 […]
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 […]
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 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 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 […]
