Roofing contractors spend far too much time talking about the brands they use and not enough time promoting the reasons why they should be the contractor of choice for the project. This approach makes it very difficult for the contractor to differentiate and in the end places much more pressure on the contractor’s price.
This very informative workshop shows the roofing professional how to use the sales process to differentiate, build trust and increase the homeowner’s perception of value. Now - as opposed to selling the client on the value of your shingle brand - the client will base their decision on the details that have made you the contractor of choice for so many of their neighbors.
Specific topics of discussion include:
- Asking powerful questions that build trust and establishes a project plan that speaks to the best interest of the client.
- Crafting a "Company Story" that causes the prospect to think they'd have to be crazy to choose anyone but you for their project.
- Asking Commitment Questions to summarize the company story and gain the prospect's agreement on the suitability of using your company.
- Creating buy-in and increasing value by involving the homeowner in the product selection process.
- How to price condition the prospect to avoid sticker shock and set a more realistic price expectation.
Can't attend live? Register to view the webinar on-demand!
Speaker:
John DeRosa |
Sponsored by: |