Format: MP3 Audio Download

Presenter:John DeRosa

Roofing contractors spend far too much time talking about the brands they use and not enough time promoting themselves as the contractor of choice. This approach makes it very difficult for the contractor to differentiate and subsequently places even 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. This session will be presented at all levels.

1. Ask powerful questions that gains the homeowners’ trust and establishes a project plan that speaks to the best interest of the client.
2. Craft a “Company Story” that causes the prospect to think they’d have to be crazy to choose anyone but you for their project. 3. Ask Commitment Questions to summarize the company story and gain the prospect’s agreement on the suitability of using their company.
4. Create buy in and increasing value buy involving the homeowner in the product-selection process.
5. Price condition the prospect to help avoid sticker shock and give them a more realistic price expectation.