Sale Process
1) Step 1 of Profectus
Confirm, Arrive, Warm-up
What do you always say after the accomplish list?
Does this all make sense?
What hail size and class are IKO Dynasty Shingles rated for?
1.75" and Class 3
What 2 shingle manufacturers has true shingle coverage (3 bundles equal 100sqft)?
IKO and Atlas
How many times should you ask for the business?
At least 3 times
When should you confirm the appointment?
48 Hours Before
Say bubble number two of closing trail
When will you be making a decision? Oh that soon? You have a 5% discount coupon if you move forward today. Isn’t today the best time?
How many nails do we use per shingle?
6 nails
What two shingle brands have a reinforced nailing zone?
IKO Dynasty and Owens Corning Duration
What sales basic references something that we never do?
Never prequalify
What is step 5 of Profectus?
Close
Say bubble 3
Let me review your payment options. Just so you know, you can pay by cash, check, credit card, part by check and part by credit card, or we can finance it for you. Which is best for you?
How many tar strips does an IKO Cambridge Shingle have?
5 strips
Which shingle can be sold in Canada? (GAF timberline, OC Duration, Certainteed Landmark, Atlas Pinnacle)
None
What do you always leave with the homeowner?
Printed proposal
What is step 7 of Profectus?
Close
Say, "EXPLAIN PRICE ONE TIME" Close
We would rather explain our price one time rather than explain poor quality forever.
What makes shingles more wind resistant?
Weight and reinforced nail zone
Besides IKO, Which other shingles only need 4 nails to be rated for 130MPH?
OC Duration and Atlas Pinnacle
The customer's enthusiasm is highest at what point?
The day we see them
What should be during the Warm-Up in step 1?
Company story, personal story, agenda
Where do most salesmen fail at during this process?
They do not ask for the business and do not do the closing trail
What makes shingles more hail resistant?
Polymer (SBS Polymer)
Which shingle brand weigh the least?
GAF Timberline
How do we always present the proposal?
Written and in person if possible