More and more it seems like I come across roofers who claims to be installing “the optimal” roofing system that is superior to all others. If this is something you say, PLEASE KEEP READING!

Fact: There are 8-10 important families of roof systems. Couple this with 8 other standard insulation types and consider the number of securement methods and you will discover HUNDREDS of roof systems that can be installed!

IF there was a optimal roof system, wouldn\’t everyone be installing it? I\’m certain it would have made my selling life a lot easier!

Your prospects are not ignorant, so don’t treat them like they are. The best specification is the one that addresses your prospect\’s needs and wants. Work directly with the prospect in making a roof spec that fits their unique needs. Any time you customize specifications alongside your customers (not for), you become the authority figure and your competition becomes just a formality!

Here are 4 imperative components to place emphasis on when working together with your client in constructing the correct specification:

1. Physical address – Where is the prospect at?

The geographical location of the building can play a key role in defining what specification is installed. As you are evaluating the geographic location, pay special attention to: wind uplift requirements, local climate variation, snow loads, exposure to UV as well as other weather-related issues.

2. Internal Operations – What happens inside?

Internal operations are commonly unnoticed as contractors specify a roofing system to be considered. Make a point to inspect the interior of the establishment with your client and inquire about: heating/cooling requirements, type of structural decking, internal cranes, lighting requirements, production sensitivity, internal protection and / or other places where the project might become unpleasant.

3. Rooftop Criteria – System design from the top down!

A thorough roof examination ought to find much more than the roof sq footage. Give consideration to all rooftop activities like: present roof installation, # and type of equipment, penetrations, foot traffic, external debris, expansion joints, oils/grease, appearance, bordering buildings, edge construction, slope, water flow and all other items that may have an effect on the newly installed roof system.

4. The People – Have people\’s needs and safety been factored in?

Always remember to be mindful of the Company’s most important and vital asset – the workforce! Be sure to account for issues that could possibly have an effect on the people at the facility such as: issues with smell, issues with noise, employee parking, set-up/tear-down, potential construction hours, safety hazards and other things which directly affect the workers. The employees MUST not be forgotten about (or you will hear about it)!

By taking care of these few critical things you will immediately distinguish yourself, and your company, from any competition! The more you are able to individualize the roof system, the more faith the prospect will place in you (and the less they will put in your competitors).

Be aware – Customizing doesn\’t mean over-specifying!

Finally – Listen, listen, listen! Far too many sales reps ask questions because just because their boss told them to. It\’s essential to ask open-ended questions because you care about the answer!

Listen to understand, not to respond. It is always good when you hear the customer say, “Nobody has ever asked me that before.”

Obviously there are other factors that should be taken into account when constructing a roof system for the prospect. What have you had success with?

Share your thoughts at http://www.RoofYourWorld.com – Sales Training for Roofing Professionals!

Share your thoughts at http://www.RoofYourWorld.com – Sales Training for Roofing Professionals!

Author Bio: Share your thoughts at http://www.RoofYourWorld.com – Sales Training for Roofing Professionals!

Category: Business Management
Keywords: roof sales, roofing sales, roof sales training, roof sales pitch, selling roofs, selling roofing,