Close More Sales. Who Is An Expert?

Mister Mull

Hey all! My first post. I'm a roofing salesperson, estimator if you wish. The phone isn't ringing so much so of course looking to close more of those open proposals I have floating out there. I've recently realized much success with sales CD's and books that are 'sales industry' specific, but does anyone know of 'roofing specific' online, classes, seminars, experts to take/make contact with that focus on closing more sales!

Ed the Roofer

How much are you willing to spend, errr... I Mean "Invest" in the growth of your business systems and sales training?

Which CD system packages have you already received good vibes from that caused an increase in the sales success so far?

Ed

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dougger222

What they do in my market is just have a home owner sign a contract stating if approved they either do the work for the insurance proceeds or collect 25% of the insurance proceeds if they go with another company or not do any work at all.

Lots of realtors and used car salesman.

There are a few members here who are real good closers.

Mister Mull

Funny you say 'invest' instead spend. That's what I'm trying to master right now, eliminating 'price' and 'contract' from my vocabulary, and using 'investment' and 'agreement'. Things like that.

My company is GAFELK Master Elite and I've used Dave Harrison's dvd's, cd's that have proved really valuable when presenting and marketing. Best one that I've used to date in my 'farm' is: Asked all 45 owners in neighborhood we've re-roofed over the last 8 years to let us put up our company's yard sign on their lawn for a month, all at the same time. Ran a promo and raffled off prizes as a customer appreciation event. I win 80% of all re-roofs there, and drives other roofers nuts when they go into my neighborhood to bid a project and they see our signs up and down the block.

I'm willing to invest a lot. I'm considering Tom Hopkins Boot Camp for selling in Arizona in August. $1,400.00. His books and cd's have been awesome. Just picked them up a month ago and can't put 'em down. But I'm really looking for 'construction' specific techniqes.

Even Zig Ziglar. I basically use my truck as Sales School, CD's on Mastering the Art of selling.

tekwrytr

This may seem a bit over your head at first, but it is pretty simple stuff once you wrap your head around it. Avoid memorized pitches. That is step one.

Step two is to listen to what the customer is saying. Best mindset is what Grinder and Bandler (neurolinguistic programming) call "uptime." Their various books are quick and easy reads, and will give you a LOT of insight into how people process information.

Step three is to learn "eye accessing cues," or learn "uptime" well enough to observe rather than planning what to say next. You will notice a preponderance of "preferred information processing terms." Use them back to the customer, to establish rapport on an unconscious level. Example, repeated phrases like, "looks good" and "I see what you are saying" indicate a primarily visual processor. Use visually-oriented phrases; "this is clearly your best option." Auditories and Kinesthetics process primarily through sound and touch--the process is the same.

"Learn how people think" is the bottom line. That is, rather than perceiving yourself as a disconnected manipulator, reframe your position to that of helping your customers make the choices that are best for them (not for you).

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Commercial EPDM Rubber Roof Repair - Maintenance - Re-Roofing Exclusively. Serving the Twin Cities, MN Metro area since 2001.
http://www.tekwrytrs.com/roofing/

DavidC

I have to admit that we don't run a powerhouse sales orginizaton. We have started using a salesman to make all calls and he is providing enough work for us to think about expansion.

Rather than rely on some super closing technique he is quite simply on time and answers phone calls quickly. At least the feedback we are getting tells us this is what is working. People expect a contractor to be late (if they show up at all) and hard to get a hold of when needed. Bucking that trend opens the door for us to sell, usually at a better price than the competition.

Good Luck
Dave

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www.CookContractingLLC.com

pfelber

My best advice would be Keep it Simple. What ever your sales pitch is to the homeowner try to remember if you don't get it they certainly won't.

I usually show the home owner a sample board so they can choose the color.

Let them know Gaf Prestiques are a great 30 year shingle. Gaf has a great website as well. Most homeowners now a days have Internet access so I tell them to check it out if they have concerns about the GAF Brand.

http://www.gaf.com/General/GAFintro_MAIN.asp

This is when we can start it. This is when we will finish it.
This is how much it will cost?

I try to do more Listening to home owners conerns than talking.

Write up a simple contract for them to sign and your on your way.

Keep it simple. Good Luck.

Phil
http://www.roofing7.com/

Slyfox

I agree, but I do not mention any single manufacturer tho, because that restricts your options.
I let them know we will install the materials to meet/excede manufacturer specifications no matter which brand they choose.
Which shingle you choose, determines the look of the roof,
Which roofer you choose, determines the quality/longevity of the roof.

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