Understanding Lead Types
Qualifying the Prospects
Asking the Right Questions
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The Art of the Probe – Dig Deep, Win Big
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Lead the Conversation
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Know Your Enemy
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Identify the Decision Maker
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Pain Point Precision
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Identify Roadblocks Early
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Ask Better Questions = Close Better Deals
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Ask for the Sale – You've Earned It
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Start Strong: Make It About Them
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Understanding Their Buying Timeline
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Learn the Past, Win the Present
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Uncovering Hidden Pain & Priorities
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Mastering the Art of Open-Ended Questions
6 Steps to Overcome Objections
Handling Objections
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Objections (5:24)
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Why should I go with you?
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Well my insurance DENIED me already (1:14)
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I don't have any damage (1:18)
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My insurance will go up (1:38)
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I don't have Wind/Hail Coverage (1:16)
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I don't want to pay anything out of pocket (1:23)
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My Family Member / Friend is a Roofer (1:24)
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The other company is Cheaper (0:52)
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I can't afford a whole roof (0:48)
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I'm waiting til the next storm season (1:28)
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How do I know your company is LEGIT? (1:08)
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Why should I PAY you the supplement? (1:29)
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Why is your estimate so high compared to insurance? (2:19)
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I'm not interested (1:38)
Sales Flow
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The Sales Flowchart
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Initial Inspection: Tactical Ground Recon & Roof Assessment
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Interior Inspection: Build Rapport & Profile the Prospect
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Second Appointment: Presentation & Authorization Phase
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Estimate & Adjuster Appointment: Tactical Alignment
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Insurance Scope Review: Authorization to Build
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Production & Final Steps: Close the Loop With Excellence
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AVRR Sales Field Guide: Pocket Edition
Sales Presentation and Closing Strategy
Danny's Guide to Selling
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Selling Value
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Difference for Damage in Sales
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Reading your customer
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The importance of Pause
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Yes or No
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The Questions to Ask
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Communicating and Selling Value from the Roof Inspection
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Body Language
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3 Things to Track
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Care
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This is a Customer Service Industry
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Follow up
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Price Pride
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Eye Selling
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Simple Genius
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Dibs
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Upgrades (6:49)
The Power of Follow Ups
HOW TO OVERCOME THE MOST COMMON SALES OBJECTIONS
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"NOW'S NOT A GOOD TIME."
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"IT'S TOO EXPENSIVE"
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"IM ALREADY IN ANOTHER CONTRACT"
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"JUST SEND ME THE INFO..."
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"I DONT HAVE TIME TO TALK TO YOU RIGHT NOW"
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"PRODUCT X IS CHEAPER"
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"YOU DONT OFFER FEATURE X"
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"I NEED TO GET A FEW MORE QUOTES"
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"YOU HAVE A BAD REVIEW"
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"WHERE THE HELL DID YOU GET MY NAME?!"
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"NO ONE'S HOME"
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"I DONT SEE THE VALUE"
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"IM NOT READY TO COMMIT"
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"I'VE TRIED SIMILIAR PRODUCTS/CONTRACTORS WITH LITTLE SUCCESS"
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"I ALREADY HAVE A SOLUTION"
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"WE’RE NOT EXPERIENCING ANY LEAKS RIGHT NOW"
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"MY HOME IS NEW / I ALREADY HAD THE ROOF INSPECTED LAST YEAR"
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"MY INSURANCE ALREADY DENIED THE CLAIM"
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"I WANT TO WAIT UNTIL AFTER STORM SEASON"
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"I’LL CALL YOU IF I NEED ANYTHING"
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"I DON’T WANT TO FILE A CLAIM — I’M WORRIED IT’LL RAISE MY PREMIUMS"
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"I’M GOING TO DO IT MYSELF"
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"THE PAYOUT ISN’T ENOUGH TO COVER EVERYTHING"
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"I DON’T WANT TO DEAL WITH THE INSURANCE PROCESS"
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"I’VE NEVER HEARD OF YOUR COMPANY BEFORE"
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"YOU LOOK TOO YOUNG / I’D RATHER DEAL WITH SOMEONE WITH MORE EXPERIENCE"
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"HOW DO I KNOW THIS ISN’T STORM-CHASING?"
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"THIS SOUNDS LIKE A SCAM"
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PUTTING IT ALL TOGETHER
7 KEY ACTIVE LISTENING SKILLS
HOW TO OVERCOME AN OBJECTION - 4 PART
122 OBJECTIONS AND HOW TO OVERCOME THEM
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COST AND BUDGETING OBJECTIONS
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TRUTH AND REPUTATION OBJECTIONS
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Timing and Convenience Objections
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Quality and Material Objections
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Insurance and Claims Objections
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Specific Project Concerns
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Environmental and Safety Objections
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Personal Concerns and Preferences
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Legal and Contractual Concerns
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Competitor and Comparison Objections
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Local and Community Concerns
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Long-Term Investment and Value Objections
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Customer Experience and Support Objections
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Technical and Practical Concerns
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Market Conditions and External Factors
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Environmental and Sustainability Concerns
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Personal Preferences and Decision-Making
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Permits and Regulatory Compliance
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Project-Specific Concerns
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Competitor and Market Comparison
