Best Selling Techniques

Maybee someone would like to give up one of their secrets?

I will start with an easy one-two "Honesty"

I was sitting at the table with Mr. and Mrs. They were giving me the 20 question routine about what to expect. I said well to be honest you probably will not want to be home when we are here it is going to look and sound like world war 3 and you know us guys in the construction field occaisionally have some bad language - my guys have been caught once or twice peeing in the bushes - you are not going to be able to see out your windows - your flowers are going to be covered with tarps plywoods and trash you better take all them nic nacs off the walls your house is gonna rock. The Mrs got some goofy look on her face got up poured a glass of wine came back with the bottle while the Mr. was rolling on the floor laughing cause i scared the crap out of the Mrs and he knew i was serious. Two "Humor"

I then came back with "dont worry look at the job when we are done if you see something you do not like you can keep your money - i am asking for 0 down and your business all you need to do is pick a color - what color do you like?

One more What to do When they say well i am going to get a few more estimates and i will let you know.

Say "well how many more do you want? I have a few extra Proposal /Estimate sheets left. You looking for higher or lower? (Wait for them to answer) This will probably give you a 20% chance to start negotiating.

It would work with me, because you decribed my guys to a T. :woohoo: I like the estimate speel. PC

the best technique would be to put an old roofer that has the knowledge base based on the practical experience of hands on. give them the leads you know will be interested in speaking with someone who's "been up the ladder". if your A local guy and not A stormer you've got that base clientel.or you are in A storm zone and stationary,with A media/marketing tool,which has good screening capabilities.fnding the more,or being able to distinguish the potential client that truly wants you based on rep. that kind of salesman is not A salesman.they re the prophalactic between your rep and the community.they keep the disease from spreading. they will climb every job they sell and develop A kinship with the crews. the customer will trust them because they know the trade,they protect the consumer they protect you and maintain A standard of quality that YOU can trust. you make sure they have A salary.you give them commission and then create A funds flow that balances between you and them so the money does not flow lopsided. these guys are few and far between yet they do exist. and te right one may even have sme commercial exp.at least enough they can measure,do A take off and sell ir according to the newer products with somein office help.

Theres no one way that is right for everyone. I'm the type that tico just described plus have the advantage of being the owner. My sales guy is not a roofer yet he seems to do almost as well as I. He has his own style that works for him. When i first met him I was looking for someone to handle repair sales as the work load was becoming too overwhelming for me. ( I was doing repair sales, repairs and whole roof sales ) The first thing that struck me about him was that he had one of those extremely rare super friendly and likeable personalities. So i gave up my favorite job of selling roof replacements and I became strictly the repair salesman. This lightened the load considerably. I'm sure his advantage is his personality. There is no magical secret that will land you every job you bid on. There are many different types of buyers. And it goes deeper than that. Like my sales guy they each have a unique personality. Figure out what type of buyer they are and what type of personality they are and you will know the best way to approach it. Experience is the ultimate teacher. ;)

I kind of like "sign here please, press hard because there are three copies"

Dont stand at the door -- Ask "Is there somplace we can sit down so i can show you what we are going to do for you" Never sit next to but across from - Then dont go right into it -- Ask some questions about them their day work, car in the garage, family, etc warm them up a little try to relate.

If you smell that they are wearing perfume cologne -- What is that you have on - it smells good - (wait for answer) I 'll have to check into that for my wife -- or my wife always buys me the worst or whatever -- Then - Well enough about how you smell lets get that roof done(wait for the ok) --then-- Here's What we are going to do (Compliments)

Come on guys give up a couple of your lines -- I surely cant be the only one with them? Also used - "i think his cheese has done slid off his cracker" -- when looking at competitors bids :ohmy:

Well, when selling repairs "its going to rain tomorrow" works very well as long as you can do the job before then. lol

The cheesy lines and techniques that Minnesota describes would never work with me. I have been through all the sales seminars. I know these are the kind of techniques that are promoted. I just do not believe in them. I think the public is sick of the cheesy approach.

I don't buy into all that fake ass connect to the customer BS.oh is that your baby? he's so cute.my ass,99.9% of babies are ugly and the parents know it. my thats A beautiful piece of art.BS.you don't know A van Goh from A ho goh. now if they've got A 63 split window,and you say wow,327 fuelie heads,2.02's that can go 2.05 and the only other head that does that on A stck seat is the W-40 from chrysler. or,oh,89 katana,funny thing theydid to them was give them A slingshot head and the only CV factory slide carb you can modify and build A good 6 second bike out of with stock bore.port polish,tune the carbs degree the cams to build on the big end and ue your gear to pull it off the line,slippin the clutch.I run A 15/44 for my big ass self. sign right here. real life,real stuff,connect to their dog,or if your A sport guy and they are to,banter wins and losses and bowls or rings. be real,be real,be real.! show them A poto of you ON the roof.the one with curled up edges in your wallet. let them know who you are and what you are. not A fake schlep,that A week before or A year before was sellin cars or slingin loafers and baby shoes that took A big $ job. folks like that lie all the way through the contract. if you'll lie about the little stuff,your A liar and A con.and you'll lie about the big stuff. so take your lyin self up the block and leave the trade to the tradesman. I'm sick of roofing being infiltrated by posers.

P.S. ........Honesty ...real honesty is the only pitch I will use anymore

I can fix that issue. Price? Don't worry about it. I'm going to be highest anyway. And the job is going to be correct. If it's about price, you called the wrong one. I'm outa here.

tinner,I agree with letting them know what the differences will be.at the same time an educated walk through will sell.I lay it out from start to finish.A complete diagram,estimate identifying materials time line crew d's and don'ts and my presence and willingness. I have no issue with telling them that alot of other guys will show up twice.once for A signature and once for A check.with me I am the duration guy.in for A penny in for A pound. folks want you to pat their back,yet their are alot still that want to pat your back. and their is nothing better ofA feeling for A consumer than to be proud enough of what they have and then to boast that pride by recommending you. that satiates their ego.they get to be the good guy because you were A good guy.

roofrite Said: P.S. ........Honesty ...real honesty is the only pitch I will use anymore