Transcription
What the top roofing sales people do differently to close more jobs. I've talked to hundreds of roofing business owners and some of the top sales consultants in roofing, and here's what they taught me.
First, they ask a bunch of the right questions. They obsess over finding the homeowner's situation, ask them questions to help them relive that pain, and then ask about the consequences of inaction, choosing someone that does not work, and the consequences of their previous actions that led them here today.
The second thing that we need to focus on, tone above almost everything else. The tone that you use determines how homeowners interpret what you say. It's essentially your gateway into their emotions, and emotions are what motivate buying.
Third, to build trust is they follow up like sons of guns. If a homeowner says, "I need to think about it." They do not start turning the psychological screws to get a yes on the spot at all costs. They book another meeting and then they let the follow-up work its magic. The real dedicated sales reps are the ones that are going to follow up for years to get the sale.