PRODUCT KNOWLEDGE
This type of roof has horizontal panels and uses exposed fasteners, making it the most affordable option for many customers.
What is a Regular Roof?
When a customer says “I need to think about it,” the best next step is asking what specific concerns they still have.
What is uncovering the real objection?
Sales reps use this document to reference company policies, warranty information, and sales procedures.
What is the Dealer Manual?
This trim piece is shaped like the letter “J” and is used to hold and finish the edge of metal panels.
What is J-Trim?
Upgrading a customer from a regular roof to a vertical roof improves drainage and durability, making this type of sales strategy.
What is Upselling?
This roof pitch is common on many metal carports and metal buildings.
WHAT IS 3:12 PITCH?
A customer says: “I’ll probably do it later this year.”
The salesperson should remind them about current promotions and ask if they want to secure today’s pricing.
What is creating urgency?
Customers are responsible for checking local requirements and obtaining this if their county or city requires it.
What is a Building Permit?
This trim piece runs along the peak of a metal roof where the two roof panels meet.
What is a Ridge Cap?
This trim piece prevents rodents and pests from entering the structure through the bottom edge of wall panels.
What is Rat Guard?
This is needed if the doors will be installed on the eaves of the buildings
What is Header Bar Fee?
If a customer says the price is too high, offering options like smaller sizes, fewer panels, or financing can help move the sale forward.
What is offering solutions or alternatives? rent to own? financing?
Typical Truck Load Run amount is usually around this number
What is 15-30k?
This trim is often installed on corners or transitions where two panels meet.
What is L-Trim?
Sales reps may use this tool to verify if a building needs certification for local wind or snow load requirements.
What is the ASCE Hazard Tool?
This spacing measurement refers to the distance between the building’s vertical legs, which is typically five feet in many structures.
What is On-Center Spacing?
When a customer says I got a better quote elsewhere.
What is Price matching, comparing apples to apples, and offering to beat their price?
This document outlines the structure specifications, pricing, and agreement that the customer must review and sign before installation.
What is a contract?
These provide a strong and stable support system for Vertical Metal Roofing.
What is Hat Channel?
This closing technique assumes the customer is ready to move forward and asks for details like colors, install address, or scheduling.
What is assuming the sale?
This optional feature adds an extra band of siding around the bottom portion of a metal building for both style and protection.
What is Wainscoting?
When a customer goes quiet, and never replies.
What is ghosting?
The only person you should reach out to for Updates on Customer's Status?
What is a Debbie?
This structural rating indicates how much weight from snow a roof can support before failure.
What is Snow Load?
The most powerful tool for overcoming objections.
What is asking questions.