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: 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 […]
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 […]
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 […]
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 […]
Prospect Personality – When Your Prospect Buys There are 4 types of Buying Personalities. You may have one or all 4 depending on the product. Price, availability, use, and other factors impact the personality of the buyer for a particular purchase. Understanding the prospects’ personality is important to developing a sales plan, tactics and presentation […]
