12 Easy Steps to Closing More Sales of Residential Metal Roofing
As part of its ongoing education series, the Metal Roofing Alliance (MRA) will be sponsoring a two-day “Boot Camp” seminar at the 2015 METALCON show in Tampa, Florida. This intensive program will focus on selling residential metal roofing using MRA’s In-Home Selling system. Participants will have the opportunity to participate in the interactive training program through role-playing, dialog, critiquing of simulated selling situations and presentations.
Any roofing contractor interested in developing superior In-Home selling skills for residential metal roofing should consider attending. Seating will be limited so contractors are encouraged to sign up early on the METALCON 2015 website: http://www.metalcon.com/metalcon15/public/SessionDetails.aspx?FromPage=Sessions.aspx&SessionID=85&SessionDateID=13
MRA member Frank Farmer, president of American Metal Roofs will run the educational seminar. Frank is one of the preeminent residential metal roofing dealers in the country. He has grown his company from zero sales to over $8 million per year in the last 15 years, with the assistance of the MRA program. He has trained a sales staff that includes salesmen selling well over $1.5 million each year in a very tough economic environment throughout Michigan.
“This is a wonderful opportunity for contractors. Frank Farmer is a fantastic salesman and presenter. He believes the key to his success is a systemized step-by-step selling approach, which is followed throughout his company. His approach features superior products and installation service,” states Bill Hippard, executive director of the MRA. “Frank will be teaching an In-Home Selling System which follows the guidelines of the MRA system developed in conjunction with Dave Yoho and Associates which is available to all MRA member manufacturers and contractors.”
The seminars will be held over a two-day period and will focus on the following:
• Lead handling;
• Selling the appointment with the homeowners;
• Needs assessment;
• Rapport building;
• Inspection techniques and interpretation of results;
• Value building;
• Price presentation;
• Closing the sale; and
• Follow-up/referral generation.
Classes will be held Wednesday and Thursday Oct. 14 & 15 from 8:30 – 11:30 a.m. Attendees will have the opportunity to visit the trade show each afternoon and visit all the manufactures attending the show.