“Tips from a bad salesman”
I’m a terrible salesman and I’m the first one to admit it. When I used to try to sell things even if it was a bargain I didn’t sell it. It is bad for our business because if I don’t sell jobs I don’t provide for my family or pay my bills. I know the high pressure techniques and all kinds of other professional salesman methods because I have been in the seminars and took many classes for it, but I just don’t use them or I’ve used them wrong when I had.
I have been taught to give a big speech and explain how good the products and warranties we offer are compared to others,with the smallest of details. Also, how great our company is compared to competitors and tell potencial clients that their life will be so “awesome” if they decide to sign a contract right there and then with our us. Many times by being pushy and cornering homeowners under pressure (annoying at times I would say). Most, if not all people, don’t like that. They just want a good job and product for a good price and not a professional sale with a pitch.
Well, since most people want to know the price before anything else that’s where I start and once the big elephant in the room is out of the way then I explain everything else which it usually takes me from 30 seconds to 3 minutes. I usually do it on their front porch or by the front door. I rather do that because people are terrified of letting another “salesman” go into their house. And the reason is because once they are in, they won’t leave their house for 2 to 3 hours sometimes! Which is not the case for me because I really don’t have time for big speeches and I prefer to do my estimates when no one is home.
And the reality is that there’s really not that much to explain, it is just a roof. As long as homeowners know that they are getting a good product, and that the installation will be done by factory certified professionals, backed up with a manufacturer’s and company transferable warranty, then it’s really all that matters. Once in a while we will get a homeowner that ask for the specs of products but it is very rare (usually engineers do that). We of course want peace of mind for our jobs but not just for us but for the homeowners as well.
*We hate water intrusions more than homeowners do.
Another thing that I have been learning is that most homeowners want to learn and that is one thing that I love to do. To educate the homeowners about the different types of roofing systems available, different types of ventilation systems, different types of underlayment, guttering systems, types of membrane, etc. I might be a bad salesman but I consider myself a good listener and I love what I do for a living so I listen to what they want and then based on that I offer the product they are looking for. I don’t have to sell it because the product sells itself.
One thing that I consider when homeowners ask me to come to their home because they need a roofing job is that I already know they need it , otherwise they wouldn’t be looking on the phone book or computer calling roofing companies, so I really don’t have to sell it to them. They are the ones that decide who to choose for their home project.
I always encourage them to get 3 or even more estimates. Even when they want to sign a contract right there and then, I want them to compare apples to apples and get other opinions, not just mine or their handyman friend from church.
Very well then, thanks for reading this and I suggest you to not take take any notes if you are in the time-share business unless you want your sales to drop. If you are a salesman I hope I didn’t offend you. I’m just a roofer .
Thank you for reading,
J Montes Inc,
Roofing Systems of Hampton Roads
Residential , Commercial and Industrial.
“Whatever you do, work heartily, as for The Lord and not for men, knowing that from the Lord you will receive the inheritance as your reward”. Colossians 3:23-24