Centerpoint Connect’s Post

New Blog Post: Sales Objection - I Really Hate The (Person or Position) "If a relationship has degenerated to this extent, very often there’s little you can do to rebuild it quickly. It requires actions over time to rebuild trust...." Click below to continue reading ⬇️⁠⬇️⁠⬇️⁠ #roofing #roofer #roofingcontractor #roofingcompany #commercialroof

New Blog Post: Sales Objection - No Good Reason To Buy "This objection is tough because it speaks to your abilities as a salesperson. You think through what you presented and wonder to yourself..." Click below to continue reading ⬇️⁠⬇️⁠⬇️⁠ #roofing #roofer #roofingcontractor #roofingcompany #commercialroof

Roofers, what do you get hung up on in sales??? At the end of the day all sales ultimately end up as a mindset offer. You’re offering peace of mind, satisfaction, and security to your customers. I see so many roofers out there day in and day out saying we do this or that, been in busines “X” number of years, install the best products, etc…. So what??? All your customer here’s there is what you do, what’s in it for you, and what’s impossible to YOU! The problem with that is, your customer cares about them. They want to know does this contractor care about me, can they help me, and will this fix my problem? If they can’t say yes to all of those things they will find someone else they trust to do that for them. It’s time as an industry we change the narrative and our messaging. It’s not about the roofer, the shingle, or your truck no matter how cool it is. It’s about the customer. Provide value for them and help them see that you not only care but you’re the only one they trust the fix the pain they are in right now! You do that…. your phone won’t stop ringing. You want help with that messaging, hit me up 🤙🏻 That’s what we do!

I first wrote this in reference to owning your 1099 sales job. In other words referring to owning it like a business owner. That said, How do you read this? How do you apply it?

Objections equal Opportunities As a salesperson we know this for a fact: customers will complain. Almost always. And at times those complaints are valid too. Either way, a good salesperson will listen, but a great salesperson will act on it. Customers are concerned about price, affordability, delivery, reliability, size, color, warranty, availability, and myriad other issues. It is the salesperson’s job to take those concerns (objections) and come up with objectives. For example, according to the book ‘How To Become a Rainmaker’, “To illustrate: The customer says, “Your delivery time is too long.” The Rainmaker responds, “So our objective is to get you the product when you want it, correct?”” So for every objection that a customer presents, it’s an opportunity for you as a salesperson to make the customer feel heard and acknowledged, and if you’ve got your product knowledge down, and understand the customer’s needs, creating objectives from objections will be a breeze. #salestips #sales #ObjectionsequalOpportunities

Your customer doesn't care about YOU or your PRODUCT (Roof). They only care about THEMSELVES and their Roof. What I mean by this is that they don’t want to hear about you, your family, and what you like to do. They also don’t care about your product and how great it is. As a Roofing Pro, your job is to get to know them and how they like to buy. Find out what they want or need and present them with a suitable solution. This seems like a simple concept, yet most sales reps will forget it once they cross the threshold of the customer's front door. As a Roofing CEO, during your next Sales Meeting, have each sales rep write down the name of their last three opportunities. Then, have them write down a little about what they found out about the prospect. Finally, have them write down the prospect’s problem and HOW they presented their solution. Discuss their answers and see how much detail they remember about the prospect.

Your customer doesn't care about YOU or your PRODUCT (Roof). They only care about THEMSELVES and their Roof. What I mean by this is that they don’t want to hear about you, your family, and what you like to do. They also don’t care about your product and how great it is. As a Roofing Pro, your job is to get to know them and how they like to buy. Find out what they want or need and present them with a suitable solution. This seems like a simple concept, yet most sales reps will forget it once they cross the threshold of the customer's front door. As a Roofing CEO, during your next Sales Meeting, have each sales rep write down the name of their last three opportunities. Then, have them write down a little about what they found out about the prospect. Finally, have them write down the prospect’s problem and HOW they presented their solution. Discuss their answers and see how much detail they remember about the prospect.

One of the biggest mistakes a salesperson can make is viewing the sales process as a one-sided transaction, writes Gary Cohen. If you want to increase upselling, cross-selling, and securing future sales, it relies in this sales approach:

24 Sales Tips to Refine Your Skillset FREE article from our friends at RAIN Group

Your sales team's win rate is a reflection of your process. An individual salesperson's win rate is a reflection of them.