Presenting & Negotiating
4 opportunities to present.
What is:
Intimate (one on one), open panel, small group, large forum?
Tecta average hit ratio (estimators and sales people).
What is 6%?
What is a PMA?
Regular planned maintenance to prevent unexpected expenditures.
After a customer signs off on a Co Op quote, who do you need to send a copy to?
Who is:
Andy Carr
Tecta CEO.
Mark Santacrose
Your customers are going to push back on these three things.
What is schedule, scope, and price?
What are two of the four customer pre-qualifications?
Do they pay their bills?
Do they maintain their properties?
How many properties do they manage/own?
Are their facilities fully occupied?
Tecta resource to sell and support PMAs.
Tecta Tracker.
Who can use Co Op contracts?
What is:
Any agency that is required to follow procurement laws within their state.
The Customer Solution Center (CSC) is located where?
Mankato, MN
(Minnesota or Mankato are both acceptable answers)
_______% of your total impact as a communicator will come from what you convey non-verbally.
What is 93%?
Three stages to the sales funnel.
What is Prospect, proposals, close deal?
4 Items to consider when pricing a PMA.
Accessibility, safety, security, and penetrations (mechanical).
How are Co Op contracts awarded?
What is:
Low price, safety, references, insurance, financials, and coverage.
Number of Tecta Locations
71
Six ways to make a good impression.
What is:
Smile, Shake hands, Introduce yourself, Speak Clearly, Maintain eye contact, and Look Smart?
What is the difference between Open Ended and Closed Ended questions?
What is:
Open Ended questions require a full response
Closed Ended questions allow only for "yes" or "no" responses
What does a typical PMA plan cover?
Roof inspection
General Cleaning
Maintenance
Annual Report
Avenues of entrance for Co Op customers - 2 of the 4 discussed.
What is:
·Existing relationship’s
·Manufacturer’s relationship (Maybe on a board or know of upcoming project in local community)
·Other trades relationship (Johnson Controls – Sherwin Williams – Field Turf)
·Traditional cold call (Introduction)
Percent of business that is re-roofing.
51%
First step prior to negotiating.
What is:
build trust?
Identify 5 different forms of prospecting (10 were discussed during training)
What is:
Cold Calling, Upselling, PMAs & Owner's Manuals, Referrals, Follow-Up, Associations, Social Media, Marketing, Lunch & Learns, Lost Customers.
Identify 5 areas where safety deficiencies can be identified and proposed/sold.
Skylight, hatch, ladder, perimeter, guardrail/railing, anchor/stanchion, lightning, walk paths, roof access transition, snow preparation, and construction debris.
What is a Co Op purchasing contract?
What is:
•A cooperative purchasing contract is the same as a local RFP but it was competitively bid on a national platform for every roofing contractor in America to bid with various roofing services.
5 of the 10 founding companies.
Central Roofing, Construction Services (CS), FJA Christiansen, Greenberg Roofing (Dakotas), Magco (Jessup), Murton (SFL), JP Patti, Potteiger-Raintree (GlenRock), Schwickerts, Western