Identifying Issues
Side Steps/Rebuttals
Red/Yellow/Green Lights
Product Knowledge
Problem/Cause/Solution
100
What type of shingle is this?
3-tab shingle
100
What is the proper side step response if a homeowner asks you "What are you selling..."?
That's a great question, I was just getting to that.
100
"I am unemployed and do not know when I am going back to work."
This is a red light.
100
What are the warranties for our fiberglass and metal roofs?
30 years for fiberglass.
50 years or "lifetime" for metal.
100
What is the best follow up method to solve any problem performance measure?
Walk with that field marketer.
200
What style of shingle and what type of roof is this?
Architectural style shingle and a hip roof.
200
What are the two side step rebuttals?
(Any resistance in steps 1 or 2).....
1. I can appreciate that, but this might mean something to you...
2. Bare with me, this will only take a moment...
200
"We are not replacing our roof for several years."
This is a green light.
200
What is the maximum MPH winds that our metal roofs can withstand?
130 MPH
200
What is the cause of a high no demo?
Not qualifying the prospect & building interest.
300
What style of roof is this and is it an acceptable roof hit or an unacceptable roof hit?
Mansard roof and this is an unacceptable roof hit.
300
What is the first timing rebuttal?
That's not a problem...
I'll let my rep know that you have no plans on doing the work right now. Most folks that I talk to are in the same position, it's something they'd like to do, but not this weekend or even this (Season).
All we do is stop out and show you what we have to offer in the hopes that you're impressed enough, whenever the time does come, that you'll give us a call.
And with our current specials, who knows, it might be something you can do much sooner than you thought.
With that in mind....
300
"No thanks, We're fine!"
This is a yellow light.
300
What type of roof are we targeting and why?
Gables because of the smaller ticket price.
300
Low contacts, inability to get through step 1 - Can't handle objections.... What problem is this?
Low Production
400
What is the main issue here and why is it a problem?
Lifting/curling shingles and it can lead an exposed underlayment/decking which can lead to water/ moisture damage.
400
What is the card rebuttal?
Is that so you can call us when you're ready to do the work?
-Yes
Great! That's exactly what we want you to do.
That's why after our rep shows you what we have to offer in not only the type of roofing we have, but also what's available to you in warranty and financing options, he'll give you his card with our number on it.....that way you can call us when you're ready.
But let me ask you....
400
What is the proper response to a yellow light?
"Oh really, what makes you say that?"
400
Stone granules are bonded to our roofing materials with an acrylic resin binder. What is the purpose of these stone granules?
Offers a protective coating, resisting to fading and UV penetration.
400
What is the solution to a high no demo?
4 criteria, picture pitching and red/yellow/green light training.
500
What is the main issue here?
Lack of ventilation.
(No ridge vent, box vents, gable vents or soffit vents pictured)
500
What is the second affordability rebuttal?
I can understand where you're coming from...
You know your home and budget and frankly that's none of my business. One thing I do know, is when it does come time for you to do the work, you're going to want the best product at the best price.
So when our rep is out here, sit down with him and get all the facts and figures in front of you - then you can be your own best judge from there.
With that in mind...
500
What is the difference in a homeowner saying "Not interested" and "Not interested right now"?
"Not interested" is a yellow light while "Not interested right now" is a green light.
500
What material are our metal roofs made of and what are they coated with?
Steel and they're coated with an aluminum-zinc alloy.
500
What is the cause of a low conversion?
Shopper pitching and there's no hot buttons.