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 […]

Recognizing Customer Attitudes

roofing blog sales tips - emotions

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

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 […]

Selling Skills: Features and Benefits

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 by Satisfying a Need

Wants and Needs Blog

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

Roofing selling skills

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

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 4: Sustainable Products that a Roofing Contractor Can Implement NOW!

Skylight

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

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 3: Preventive Maintenance Products for the Roofing Industry

ipad roof inspection

Top 3: Preventive Maintenance Products for the Roofing Industry Preventive Maintenance Products are used for regular inspection and maintenance of one roof or a portfolio of roofs for a client.   1.Preventive Maintenance & Inspection Program – Designed as a preventive maintenance program.  The frequency of site visits is negotiated.  This program is an inspection only […]

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 […]

Reducing Verbal Clutter with 4 Key Steps

Cup with Message

Reducing Verbal Clutter with 4 Key Steps Join the conversation on Zoom, listen to a reality talk show, or talk to someone on the phone. In these various places, listen for the “you knows”, “likes”, and “ums”.  You may be saying “you know” at the beginning and end of every phrase and you don’t even […]

Roofing Contractor Growth Through Changing the Discussion

Client communication

Roofing Contractor Growth Through Changing the Discussion Change the discussion from leak repairs to roof management for growth. Convince Customers to Spend More now to be Happy Later…. It’s easy to focus on the minimum a customer must have – because of sensitivity to price. We know the customer is thinking about price, so we […]

Exceptional Service

Roofing customer service

Tips for Excellent Customer Service Define what extraordinary really means…. Knowing what exceptional service entails is essential to establishing the procedures and the mindset with which to achieve it.  What does extraordinary mean to you?  Keeping appointments…saying please and thank you…. a clean shiny truck…. uniformed service crews…. Ask if you’re not sure…. If you […]

Develop a Clear Message for Roofing Contractor Growth

Develop a Clear Message for Roofing Contractor Growth Q: “What’s your secret to being a top seller?”  A: “Great customers”, she responded. Q: “How do you get great customers?”  A: “Phenomenal customer service”, she replied. Q: “How do you provide phenomenal customer service?” A: “Listening”. Q: “What are you listening for?” A: “Their specific needs.” […]

Roofing Contractor Growth Through an Account Management Model

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 […]

Managing and Protecting Your Brand

Roofing brand building

Managing and Protecting Your Brand Your brand is your reputation. Each one of your team members has an impact on your brand. What you do and don’t do each day impacts how you are depicted in the marketplace. How do you protect your image? • Display a consistent look – Logos on trucks, team members, […]

Prospect Personality – When Your Prospect Buys

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 […]

Roof Asset Management

Roof asset management

Roof Asset Management Clients want their vendors to provide field services with prompt response times, quality work, creative solutions to problems and excellent communication.  Customers want efficient ways to send and receive information – often paperless and in real time. It is not enough to inspect the roof, make recommendations and perform the maintenance repairs.  […]