If you want your roofing business to grow, you'll need to have word-of-mouth referrals, a good advertising campaign, a trustworthy website, and a stellar sales force. Your sales force could even be the most important element since they'll be responsible for closing leads you've obtained through other means. Plus, a good sales force can even generate leads and sales through cold calls.
You may want to send your salespeople to a roofing sales training class in person or online so they can close sales more effectively. Here are a few things they could learn.
How To Show Expertise In Roofing
If you hire a salesperson who worked in another industry, such as auto sales, they may know how to sell, but they may know little about roofing. It's important for all your salespeople to know about roofing materials and how roof repairs and roof replacements are done by your company.
A knowledgeable salesperson capable of answering questions raised by a homeowner makes a good impression and also has a better chance of getting the sale. You'll want to train your salespeople in-house so they become familiar with your products and services in addition to sending them to roofing sales training classes where they'll learn how to use their knowledge to make sales.
How To Focus On Benefits
A likable and trustworthy personality is important for establishing a good rapport with customers, but that may not be enough to make sales. A roofing sales training class teaches students what to focus on to keep customers interested.
This can be done by focusing on the benefits the potential customer would enjoy by hiring your company to install their roofing. Plus, they can help the customer feel more confident about their choice of roofing materials.
By spending time talking about the benefits of getting a new roof rather than making small talk, the customer becomes well-informed and has the information they need to make a buying decision rather than being left with uncertainty.
How To Overcome Objections
Getting around a negative response requires tact and skill, especially when cold calling. The homeowner may need a new roof, but they may not want to part with the money to install one. Since a roof replacement is expensive, your salespeople need to show customers why it's in their interest to get a new roof, and why waiting could make the cost higher.
Since the homeowner may be getting a few bids from other companies, and yours may not be the lowest, your salespeople should know how to make your company look like the best option even if the customer has to pay more for your services. A roofing sales training class may offer scripts for dealing with objections and have practice sales calls so your salespeople can get used to dealing with a variety of personality types when trying to close a sale.Share