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 […]
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 […]
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 […]
Recognizing Customer Attitudes A customer attitude toward our products/services generally falls into one of these four categories: Attitude Example: 😁 Acceptance is a customer statement of agreement with or approval of a benefit. “It sounds like you cans save us time/money/resources.” “You’re very convincing. I believe you could help with our budgets. […]
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: Selling by Satisfying a Need Selling is a process of uncovering and satisfying customer needs. When communicating with a Client, we must be able to recognize needs for our product or service. A need is a customer want or desire that can be satisfied by your product or service. The key words that […]
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 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 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: […]
The key to growing a roofing company is a mindset change and not necessarily an infrastructure change. Instead of managing the work – manage the account. Each Client, each portfolio, each site, each phone call, each report, each proposal, each contract, each invoice is important. Taking the time to develop a relationship and exceed the […]
