3 Sales Strategies

Ed the Roofer · 07-16-2009, 08:54 PM

Quote:

Originally Posted by Jack The Roofer

Ed, its stuff I've learned from various sources, mainly from listening to audio CD’s while I drive, and also from live Sandler sales training.

These thoughts were elaborated on by David Allen Yoho; He has an audio CD called “Negotiating Higher Prices in Competitive markets”.

Someday I’ll give you a list of Books and audio books that I recommend.

Jack,

Do you have any copies of those CD's you could loan out?

Maybe we could create a library of resources to share between the members that have various collections.

Ed

flashingmaster56 · 01-19-2010, 11:21 AM

Quote:

Originally Posted by user182

There are 3 strategies that you can choose from to guide your approach to sales.

Price
Pressure
Personalized service

Price: You could try to win sales based on having a low price.

Pressure: You could employ some type of high pressure tactics to get people to sign the contract

Personalized service: Or you could offer prospects personalized service. You can invest more in helping them to get the exact solution that is right for them and they will appreciate the value that you add.

Which approach makes most sense to you?

I choose to offer personalized service. Therefore I need to be aware of anything and I mean ANYTHING that will lead to further commoditization of this industry and avoid it.

Anything that you do that presents your service as a commodity means that you will have to compete on price.

If you consider “bidding” as an activity that you want to engage in then you are competing on price.

An organization that offers personalized service doesn’t “bid”. It does a needs assessment to uncover issues that are important to the prospect besides price.

It develops a dialogue with the prospect to explore the opportunity to work together on the solution to problems. It involves communication with people, face to face communication, rapport building and decision making. It does all of that and much more.

Why would you knowingly want to engage in activity that is designed to make you compete on price? There could only be one reason; you have designed your company to be a low priced provider. There are no other reasons that make sense.

That’s why you are wasting your resources to pay a marketing organization that is geared toward commoditizing your industry.

Good point.

flashingmaster56 · 01-19-2010, 11:41 AM

Quote:

Originally Posted by Grumpy

I want to add one more, which really isn't sales at all but a strategy alot of guys employ. Throwing a ton of crap at the wall and seeing what sticks. I know of one company providing their guys 10+ leads per day. They measure and figure the proposal real quick and give it to the secretaries to type who are putting out about 140 proposals in the mail each day. This company runs about 10 crews per day, well they did back when I was doing their scheduling I assume it's still in the same range now too.

Their closing ratio is crap but they do charge a pretty good rate for their work and are keeping alot of guys busy. When I was there, there were numerous sales reps earning over $100k per year and most of them were above the $75k mark. I call them sales reps, but the company policy is NOT to meet the customer unless the customer insists.

The point to this post is that I don't agree that bidding is always competing on price, though in most situations it is. I am a "sorta-seller" as defined by CertainTeed. That's a cross between personalized service, and bidding. Low price has absolutely nothing to do with it...

I agree. Our % of closings are about 60%. We keep 20 + jobs on the board all summer. We do 5 roofs, 5 more come in. I think it is because I do all the estimates and meet with the home owner in person.

Blind Squirrel · 05-25-2010, 02:17 PM

Although I'm in the research stage of getting into roofing sales, I've taken an approach in other areas of selling that disqualifies customers. I want to know if I want "that person" as a client. I put a great deal of effort into getting all my ducks in a row so I can do business with integrity and be a visible and valuable part of my community, and I expect my clients to do the the same. The worst part of roofing sales is after investing time and money to put a quote together and then you have the "client" using it to get lower prices. How many people here have ever calculated the true cost of a sales call/quote?

Below is an excerpt from "High Probability Selling" by Jacques Werth
www.highprobsell.com

The Best Salespeople, the Top 1%, utilize a precise, highly organized sales process that leaves very little to chance. Each step of the sales process increases the probability of successfully closing the sale.
Here's the dictionary definition of PROCESS: A uniform series of actions designed to produce a specific outcome. In High Probability Selling, the ultimate "specific outcome" is to close the sale; the "series of actions" are the linear steps of the sales process. We train salespeople to use the Sales Questionnaire as a tool to keep the sales process efficiently on track.
For example, you’re on your first appointment with a prospect. If you’ve used High Probability Prospecting, before the meeting your prospect agreed to the following: 1) to give you and hour of uninterrupted time; 2) he wants what you’re selling; and 3) he’ll buy- if you can meet his requirements for doing so. You begin to methodically get answers and fill in your Sales Questionnaire: The first series of questions ask the prospect to confirm his intention to do business (confirm he’s in ‘Buying Mode’). The next series asks the prospect to confirm his intention to buy from you- if you can mutually agree on terms.
At this point, you believe that you have a qualified prospect, with respect to their buying intentions and available budget. Next, you want to make sure that the prospect is trustworthy. If you're like 84% of people in the business world, Trust is the most important factor when deciding whether or not to do business with someone. You want to be able to trust and respect your customer, and they want to trust and respect you as well. To determine your prospect's trustworthiness, initiate the Trust and Respect Inquiry. Unless they're one of the 4 to 8% who cannot earn your trust and respect, proceed with the next steps in the sales process.
Clarify this prospect's role in purchasing your product and service. This is a familiar part of the sales process to all experienced salespeople: You want to make sure your prospect is the real Decision Maker and has purchasing authority. It's pointless to waste time in a meeting with someone who can't buy.
After you've confirmed that you/re dealing with a trustworthy person who has purchasing authority, it's time to determine what they really want. These are your prospect's Conditions of Satisfaction: products and services specifications, delivery times, pricing, etc. Note that each time your prospects give you one of their conditions for the sale, they must also give you conditional commitment to purchase- if you can meet their terms.
At this point, it is highly probable that you will do business with your prospect. When you follow the sales process step-by-step sequentially, the prospects tend to "close themselves." They've made it clear what they want, and you've made it clear that you can provide it. Each step along the way, the prospect has confirmed his intention to do business with you.
Note that there are no "magic bullets" in High Probability Selling. There are no "Killer Closes." Nothing is left to chance: You, the salesperson, control the entire sales process. By utilizing a structured sales process, you stack the odds in your favor, negotiate agreements that usually create satisfied customers and clients, and ensure the probability of your success.

daviddeschaine · 05-25-2010, 09:32 PM

I would reccommend using a closing system, so you will have predictable results, and overcome the objections.

If you want to make money you need to close the sales, not just give the job away with the lowest price.

1. Price - The price should be the simple formula materials + labor + profit = total job cost.
2. Pressure - Pressure is not charging enough for the job so you can pay your bills.
3. Personalized service - Using the best talent in your area and paying them well for the hard job of roofing.
Look, the home owner call YOU to install a new roof, if you don't sell yourself, and your company, and close the deal you let the home owner down. I never talk about the completion in the home, and always about when are we starting the job.

Price does not matter, if you think your job is expensive you better close your doors. Listen to what the home owner wants and build your sales presentation around those topics....Hope This Helps!..

Check Out This Website For More Helpful information.

Quote:

Originally Posted by user182

There are 3 strategies that you can choose from to guide your approach to sales.

Price
Pressure
Personalized service

Price: You could try to win sales based on having a low price.

Pressure: You could employ some type of high pressure tactics to get people to sign the contract

Personalized service: Or you could offer prospects personalized service. You can invest more in helping them to get the exact solution that is right for them and they will appreciate the value that you add.

Which approach makes most sense to you?

I choose to offer personalized service. Therefore I need to be aware of anything and I mean ANYTHING that will lead to further commoditization of this industry and avoid it.

Anything that you do that presents your service as a commodity means that you will have to compete on price.

If you consider “bidding” as an activity that you want to engage in then you are competing on price.

An organization that offers personalized service doesn’t “bid”. It does a needs assessment to uncover issues that are important to the prospect besides price.

It develops a dialogue with the prospect to explore the opportunity to work together on the solution to problems. It involves communication with people, face to face communication, rapport building and decision making. It does all of that and much more.

Why would you knowingly want to engage in activity that is designed to make you compete on price? There could only be one reason; you have designed your company to be a low priced provider. There are no other reasons that make sense.

That’s why you are wasting your resources to pay a marketing organization that is geared toward commoditizing your industry.

daviddeschaine · 05-26-2010, 10:09 AM

Great Information.... Well Said

Quote:

Originally Posted by Blind Squirrel

Although I'm in the research stage of getting into roofing sales, I've taken an approach in other areas of selling that disqualifies customers. I want to know if I want "that person" as a client. I put a great deal of effort into getting all my ducks in a row so I can do business with integrity and be a visible and valuable part of my community, and I expect my clients to do the the same. The worst part of roofing sales is after investing time and money to put a quote together and then you have the "client" using it to get lower prices. How many people here have ever calculated the true cost of a sales call/quote?

Below is an excerpt from "High Probability Selling" by Jacques Werth
www.highprobsell.com

The Best Salespeople, the Top 1%, utilize a precise, highly organized sales process that leaves very little to chance. Each step of the sales process increases the probability of successfully closing the sale.
Here's the dictionary definition of PROCESS: A uniform series of actions designed to produce a specific outcome. In High Probability Selling, the ultimate "specific outcome" is to close the sale; the "series of actions" are the linear steps of the sales process. We train salespeople to use the Sales Questionnaire as a tool to keep the sales process efficiently on track.
For example, you’re on your first appointment with a prospect. If you’ve used High Probability Prospecting, before the meeting your prospect agreed to the following: 1) to give you and hour of uninterrupted time; 2) he wants what you’re selling; and 3) he’ll buy- if you can meet his requirements for doing so. You begin to methodically get answers and fill in your Sales Questionnaire: The first series of questions ask the prospect to confirm his intention to do business (confirm he’s in ‘Buying Mode’). The next series asks the prospect to confirm his intention to buy from you- if you can mutually agree on terms.
At this point, you believe that you have a qualified prospect, with respect to their buying intentions and available budget. Next, you want to make sure that the prospect is trustworthy. If you're like 84% of people in the business world, Trust is the most important factor when deciding whether or not to do business with someone. You want to be able to trust and respect your customer, and they want to trust and respect you as well. To determine your prospect's trustworthiness, initiate the Trust and Respect Inquiry. Unless they're one of the 4 to 8% who cannot earn your trust and respect, proceed with the next steps in the sales process.
Clarify this prospect's role in purchasing your product and service. This is a familiar part of the sales process to all experienced salespeople: You want to make sure your prospect is the real Decision Maker and has purchasing authority. It's pointless to waste time in a meeting with someone who can't buy.
After you've confirmed that you/re dealing with a trustworthy person who has purchasing authority, it's time to determine what they really want. These are your prospect's Conditions of Satisfaction: products and services specifications, delivery times, pricing, etc. Note that each time your prospects give you one of their conditions for the sale, they must also give you conditional commitment to purchase- if you can meet their terms.
At this point, it is highly probable that you will do business with your prospect. When you follow the sales process step-by-step sequentially, the prospects tend to "close themselves." They've made it clear what they want, and you've made it clear that you can provide it. Each step along the way, the prospect has confirmed his intention to do business with you.
Note that there are no "magic bullets" in High Probability Selling. There are no "Killer Closes." Nothing is left to chance: You, the salesperson, control the entire sales process. By utilizing a structured sales process, you stack the odds in your favor, negotiate agreements that usually create satisfied customers and clients, and ensure the probability of your success.

Grumpy · 05-26-2010, 10:47 AM

Aren't there some rules about the gurus spamming our forum witht heir websites? This all reminds me of the RK days back at the RCS.

Blind Squirrel · 05-26-2010, 05:37 PM

Hey Grumpy! if I've broken any forum rules, by all means delete the post. As I said, I'm looking to get into selling roofing and found this thread. I have no relationship with the author or seller of "that system" and stand to gain nothing if anyone goes to their website. In fact, I may have technically violated a copyright. That's why I cited my source.
I am looking for a "fit" with a company that may be willing to take some creative approaches in selling to this market. I haven't gotten far but I suspect that the sales side of this industry has its share of "pit bull closers". Certainly that's what every sales manager wants. It's funny how the Craigslist ads mostly say they want "Top Closers", "The Best of the Best", and so on.
Well, at a strong and healthy 61, I've been around long enough to know that "the good ones" are working with the best companies. You know, kinda like when you're lookin' for a woman, the good ones are already taken, LOL
In my extensive internet research, I've found some companies that on their sites and videos tout longevity and integrity and top notch customer service.
Being in the Auto Glass business, these seem to be, for the most part, the companies that also have their own leased fleet of company trucks. As opposed to a mish mash of trucks with magnetic signs and out of state plates. Not that there's anything wrong with that!
The networking I do in auto glass is to help folks whenever I can with things that may help them be successful.
As I approach the roofing business, I'm already benefiting by the enormous amount of valuable information available here and on the net.
So my real reason for posting about high probability selling was to see if anyone in roofing had ever heard of it and might talk about it or any other creative selling.

daviddeschaine · 05-27-2010, 08:08 AM

Great Information: Agreement On Need (get an understanding and agreement of the remolding needs, goals and their real objectives).

Review the qualification questions and ask if this is correct?
Ask and get a commitment of products and service.
As I understand it you are looking for (A quality product and expert installation) is that correct?
Do you like these products and want them on your home (Review the home improvement package they have chosen and any details).

Quote:

Originally Posted by user182

There are 3 strategies that you can choose from to guide your approach to sales.

Price
Pressure
Personalized service

Price: You could try to win sales based on having a low price.

Pressure: You could employ some type of high pressure tactics to get people to sign the contract

Personalized service: Or you could offer prospects personalized service. You can invest more in helping them to get the exact solution that is right for them and they will appreciate the value that you add.

Which approach makes most sense to you?

I choose to offer personalized service. Therefore I need to be aware of anything and I mean ANYTHING that will lead to further commoditization of this industry and avoid it.

Anything that you do that presents your service as a commodity means that you will have to compete on price.

If you consider “bidding” as an activity that you want to engage in then you are competing on price.

An organization that offers personalized service doesn’t “bid”. It does a needs assessment to uncover issues that are important to the prospect besides price.

It develops a dialogue with the prospect to explore the opportunity to work together on the solution to problems. It involves communication with people, face to face communication, rapport building and decision making. It does all of that and much more.

Why would you knowingly want to engage in activity that is designed to make you compete on price? There could only be one reason; you have designed your company to be a low priced provider. There are no other reasons that make sense.

That’s why you are wasting your resources to pay a marketing organization that is geared toward commoditizing your industry.

Blind Squirrel · 05-27-2010, 09:25 AM

Thank you David!
I purchased and watched the 7-step video just now and find that your system closely parallels what is described in "high probability selling".
The elements of rapport building and creating commitment are obviously essential in any highly consultative selling.
Speaking of commitment, just yesterday, we were hit with a tornado/hail storm with BASEBALL size hail just 4 miles east of where I live in Brighton Colorado and within an hour, Craigslist "exploded" with ads for salesmen/canvassers.
I woke up this morning and knew it was time to download this program and get started.
As I go through it I'm keeping notes on the areas I need to know when I hook up with a good company.
So far, it's product knowledge and communicating with production/customer service to insure the customer is having a quality experience.
I already have the "framework" in regards to meet and greet/rapport building and controlling the process through closing the deal.

05-25-2010, 02:17 PM	#14
Blind Squirrel View Profile Blind Squirrel Junior Member Send Message Follow Blogs (0) Threads (3) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Junior Member Join Date: May 2010 Posts: 3	Re: 3 Sales Strategies Although I'm in the research stage of getting into roofing sales, I've taken an approach in other areas of selling that disqualifies customers. I want to know if I want "that person" as a client. I put a great deal of effort into getting all my ducks in a row so I can do business with integrity and be a visible and valuable part of my community, and I expect my clients to do the the same. The worst part of roofing sales is after investing time and money to put a quote together and then you have the "client" using it to get lower prices. How many people here have ever calculated the true cost of a sales call/quote? Below is an excerpt from "High Probability Selling" by Jacques Werth www.highprobsell.com The Best Salespeople, the Top 1%, utilize a precise, highly organized sales process that leaves very little to chance. Each step of the sales process increases the probability of successfully closing the sale. Here's the dictionary definition of PROCESS: A uniform series of actions designed to produce a specific outcome. In High Probability Selling, the ultimate "specific outcome" is to close the sale; the "series of actions" are the linear steps of the sales process. We train salespeople to use the Sales Questionnaire as a tool to keep the sales process efficiently on track. For example, you’re on your first appointment with a prospect. If you’ve used High Probability Prospecting, before the meeting your prospect agreed to the following: 1) to give you and hour of uninterrupted time; 2) he wants what you’re selling; and 3) he’ll buy- if you can meet his requirements for doing so. You begin to methodically get answers and fill in your Sales Questionnaire: The first series of questions ask the prospect to confirm his intention to do business (confirm he’s in ‘Buying Mode’). The next series asks the prospect to confirm his intention to buy from you- if you can mutually agree on terms. At this point, you believe that you have a qualified prospect, with respect to their buying intentions and available budget. Next, you want to make sure that the prospect is trustworthy. If you're like 84% of people in the business world, Trust is the most important factor when deciding whether or not to do business with someone. You want to be able to trust and respect your customer, and they want to trust and respect you as well. To determine your prospect's trustworthiness, initiate the Trust and Respect Inquiry. Unless they're one of the 4 to 8% who cannot earn your trust and respect, proceed with the next steps in the sales process. Clarify this prospect's role in purchasing your product and service. This is a familiar part of the sales process to all experienced salespeople: You want to make sure your prospect is the real Decision Maker and has purchasing authority. It's pointless to waste time in a meeting with someone who can't buy. After you've confirmed that you/re dealing with a trustworthy person who has purchasing authority, it's time to determine what they really want. These are your prospect's Conditions of Satisfaction: products and services specifications, delivery times, pricing, etc. Note that each time your prospects give you one of their conditions for the sale, they must also give you conditional commitment to purchase- if you can meet their terms. At this point, it is highly probable that you will do business with your prospect. When you follow the sales process step-by-step sequentially, the prospects tend to "close themselves." They've made it clear what they want, and you've made it clear that you can provide it. Each step along the way, the prospect has confirmed his intention to do business with you. Note that there are no "magic bullets" in High Probability Selling. There are no "Killer Closes." Nothing is left to chance: You, the salesperson, control the entire sales process. By utilizing a structured sales process, you stack the odds in your favor, negotiate agreements that usually create satisfied customers and clients, and ensure the probability of your success.

05-26-2010, 10:47 AM	#17
Grumpy View Profile Grumpy Senior Member Send Message Follow Blogs (0) Threads (1,574) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Senior Member Join Date: Oct 2008 Location: Chicago, IL Posts: 1,574	Re: 3 Sales Strategies Aren't there some rules about the gurus spamming our forum witht heir websites? This all reminds me of the RK days back at the RCS. __________________ -Grumpy Chicago Gutters Chicago Roofing

05-26-2010, 05:37 PM	#18
Blind Squirrel View Profile Blind Squirrel Junior Member Send Message Follow Blogs (0) Threads (3) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Junior Member Join Date: May 2010 Posts: 3	Re: 3 Sales Strategies Hey Grumpy! if I've broken any forum rules, by all means delete the post. As I said, I'm looking to get into selling roofing and found this thread. I have no relationship with the author or seller of "that system" and stand to gain nothing if anyone goes to their website. In fact, I may have technically violated a copyright. That's why I cited my source. I am looking for a "fit" with a company that may be willing to take some creative approaches in selling to this market. I haven't gotten far but I suspect that the sales side of this industry has its share of "pit bull closers". Certainly that's what every sales manager wants. It's funny how the Craigslist ads mostly say they want "Top Closers", "The Best of the Best", and so on. Well, at a strong and healthy 61, I've been around long enough to know that "the good ones" are working with the best companies. You know, kinda like when you're lookin' for a woman, the good ones are already taken, LOL In my extensive internet research, I've found some companies that on their sites and videos tout longevity and integrity and top notch customer service. Being in the Auto Glass business, these seem to be, for the most part, the companies that also have their own leased fleet of company trucks. As opposed to a mish mash of trucks with magnetic signs and out of state plates. Not that there's anything wrong with that! The networking I do in auto glass is to help folks whenever I can with things that may help them be successful. As I approach the roofing business, I'm already benefiting by the enormous amount of valuable information available here and on the net. So my real reason for posting about high probability selling was to see if anyone in roofing had ever heard of it and might talk about it or any other creative selling.

05-27-2010, 09:25 AM	#20
Blind Squirrel View Profile Blind Squirrel Junior Member Send Message Follow Blogs (0) Threads (3) Photos (0) Reviews (0) Projects (0) Toolbox (0) View All Activity Junior Member Join Date: May 2010 Posts: 3	Re: 3 Sales Strategies Thank you David! I purchased and watched the 7-step video just now and find that your system closely parallels what is described in "high probability selling". The elements of rapport building and creating commitment are obviously essential in any highly consultative selling. Speaking of commitment, just yesterday, we were hit with a tornado/hail storm with BASEBALL size hail just 4 miles east of where I live in Brighton Colorado and within an hour, Craigslist "exploded" with ads for salesmen/canvassers. I woke up this morning and knew it was time to download this program and get started. As I go through it I'm keeping notes on the areas I need to know when I hook up with a good company. So far, it's product knowledge and communicating with production/customer service to insure the customer is having a quality experience. I already have the "framework" in regards to meet and greet/rapport building and controlling the process through closing the deal.

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