When homeowners have a home improvement project such as installing a new roof, they must first decide what companies to bring in to evaluate the job. But will the assigned salesperson/estimator be a good one? Will this person respect their wishes and meet their expectations? In this article you’ll find a few key things to look for in a salesperson. These are things that that will help any homeowner identify who will be awarded the work.
1. Is the salesperson properly and neatly attired. Do they have identification? Did they arrive on time?
Being on time is one of the best signs of a good salesperson. This means they not only respect you as a potential client but also respect their profession and themselves.
2. Are they aware of your perspective and offer you respect?
Do they show “emotional intelligence”? A sincere and professional salesperson tries to see him or herself from your point of view is someone that respects both your space and expectations. Does salesperson take the time to identify your individual needs? They should identify what products are best for your home based on the answers that you provide.
3. Do they have energy and do they have a positive attitude?
Is this person someone that you can connect with? Can they tell you what it is of “value” that they and their company bring to the table? A good salesperson will leave you with a lasting impression of positive character qualities that will keep them and their company in a positive light in your mind, long after they left.
4. The Sales Pitch
Well trained, reputable salespeople have a standard approach or what is called a “pitch”. Does the salesperson really know their pitch, or do they stumble along or wander around? A professional salesperson will have pitch that they “stick” to. This is a great sign that their company has its act together! This doesn’t mean that they should behave like a robot; it’s more that the salesperson truly knows their process, and can guide you through it in a way that makes you feel comfortable.
5. Can they demonstrate that they really know what they are talking about?
Put your salesperson to the test:
- Do they really know their product and their services?
- Is their company certified by a reputable manufacturer?
- How do they insure that installations conform to specifications?
- Is their price “too good to be true?” If it is, look further. This company will not be around to meet warranty needs should they arise.
- What warranty are offered? Can the salesperson explain the warranty in a way that you understand?
A reputable salesperson will explain their services in language that you can understand. They won’t rely on jargon. You should expect that any salesperson will try to sell you on the advantages of their company and services over the competition; after all, that is why they are there. But there is a big difference between selling and pushing.
Honesty is paramount. Only honesty, passion, and good business practices can show you that this person is the right person to work in your home! Check references, check online BBB records, and past customer experiences to make sure that you are hiring a good roofing contractor.
8. The closing of the sale
Any professional salesperson is expected to try to sell to you and to hopefully close the job, but only once it has been clearly established that what they are selling is of VALUE to you. Remember: this is your home and everything they are selling will become part of your home. Your roof will be the “fifth wall” of your home and the primary defense of your family from the elements. Signing a contract is simply a consequence positive outcome of their work.