3 Estimates Should NOT be an Objection - Roof Sales Coach Chuck Thokey
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- เผยแพร่เมื่อ 7 ก.ค. 2024
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3 Estimates Should NOT be an Objection - Roof Sales Coach Chuck Thokey
Insights:
00:00 Intro
00:23 Advice from BBB / 6-7 estimates
05:02 Closing road map
07:30 Selling financing
09:32 Objections
13:37 Best vehicle for roofing sales rep
16:59 Following up on unsold estimate
20:15 Most important sales presentation slide
21:40 Addiction in the roofing industry
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Typical roofer response to this objection in a claim situation would be something like - “Insurance company wants you to get 3 estimates, BBB apparently wants 6, Insurance will take the lowest and match that for what they pay you, however they’ll take your deductible out of that amount. If you go with us we will make sure you get the most from your claim, we will supplement directly with your adjuster for items missed or things that come up during the build. We will upgrade you to high quality synthetic felt and put Ice and water in the valleys etc etc…
Just saying most roofers are going to say something like this, seems like this guy is only focusing on retail?
For some reason I feel super uncomfortable hearing him try to sell. Home owners are usually asking questions…. When all he does is ask about the money without explaining the process…the diligence… the protection… the warm comfortable feeling. When all you talk about is the value and money it loses the feel and it feels like someone just wants to close the job
yea - he sounds like a slime ball - IMO
I always learn something when I get around greats like Chuck! He’s been a gracias mentor to me and others in the industry! Great to see him getting his due! Awesome content Dmitry!
Love the content! The only thing I’d change would be a couple words “ initial investment “ instead of down payment and “monthly investment “ instead of monthly payments .
Down payments and monthly payment are negatives.
Ide go with “monthly installment” better
Wow been waiting for this video !! Thanks Great Video
Top 3 content ever put out.
This is strong advice.
Great job Chuck!
This one was a good one guys! Thanks for sharing all the knowledge. Dmitry keeps bringing the best people to share their gems. I appreciate it :)
Keep up the good work!
Thanks for the info Chuck and Dimitry!
ABLE Roofing in Columbus in 2003 was one of the biggest companies in town. One of my favorite storms and my first one!
Chuck is the truth!
This video is full of gems
Very good Video I own a small roofing company in UK even know the roofs are different the sales and stuff is the same so I take a look of tips from these
Not a fan of his approach - anyone trying to whisper to me digging into my finances and rationale is someone I'd chew up and spit out - but that's just me. But Yea, he's a true Sales Man and why I consider myself a consultant. I want to be as far away from a guy like him and his approach as I can.
Perception is reality when it comes to estimate vehicles
Nice clean 4 door truck it for me I’m a concrete contractor owner/operator I’m only 26 but own all my trucks and skid steers and I tell the customer that because it shows your confidence and investing in yourself
Well said!
@@RoofingInsights3.0 I appreciate your response my man
Thanks for the content, I learn a lot about the business side
My mentor wasn’t the best business guy but he was a great teacher in the field and helped me perfect the trade but now it’s all a learning game when it’s comes to behind the scenes
Again thanks for the knowledge it’s greatly appreciated
Does 10ft drip edge fit in that ford transit ?
Chuck has definitely used or has heard of Grant Cardone training for sure! Great content tho thanks Dmitry/Chuck
Those chairs need to go
This Rodney Web all over it he will be Notified.
Hahah that is Rodney Webb !!!!
I just want a good roof, this shopping around is frustrating and confusing.
well you better hope a guy like this doesn't show up = you'll be paying thru the teeth for it...
I would tell this guy to take a hike.
So if some coked up guy shows up in a big truck and starts feeding me cheesey lines I tell him to gtfo. Got it.
This is way to salesy for me I would be so turned off I'd pay a grand more not to deal with the mind games lol 😆
Ah O.K. Hit the pavement and grind for ten years and let me know if condescending attitudes work with engineers, teachers doctors etc. "What people say and what people do are two different things and what people want is to get a GOOD deal and they want to like you". If you'r closing 15% then you'r good but if you'r trying to sign 50% or more you'r in deep shit.
Insights:
00:00 Intro
00:23 Advice from BBB / 6-7 estimates
05:02 Closing road map
07:30 Selling financing
09:32 Objections
13:37 Best vehicle for roofing sales rep
16:59 Following up on unsold estimate
20:15 Most important sales presentation slide
21:40 Addiction in the roofing industry
Masnagitutyun uneq?? 😮
Is he the roofing industry's Lian Nelson? #ThatVoice lol
this guy bad closer hes making person feel uncomfortable that they can t get the rest of money.
agreed - shady
I dont agree with y’all. Because theres a lot of other steps before the close.
How does explaining people the facts of life make them into a bad closer
Chuck the manipulator! Sounds like a car salesman.
Have you met him or interacted before or this is first video?
i agree a lot of slick talking
i had a roof guy by my house talking like this....i mean is it not obvious he not trying to manipulate to get the job? i respect the guy that comes and gives you his price ....no pressure or smooth talking ...there is alot to be said about that
I agree. I can’t stand, and refuse to deal with sales people like this. I am only interested in specs and price.
Why don't you just Amazon your roof replacement. This way you won't have to interact with a real person and can stay inside your introverted bubble.
Definitely sounds like Rodney Webb lol
This guy bothers me… maybe it’s because I’m in the roofing industry. But I would throw him out of my house if he was talking to me like he’s talking to you.
The second anyone talks to me by asking me questions trying to put the ball in my court to try to justify their over priced proposal is when I’m done.
You’re forgetting that there are wayyyy more other steps besides this close
@@ChrisMoSpeaks How do you mean?
I’m not trying to be argumentative with you I’m seriously asking how do you mean? I’ve been roofing since 1992. I’m a union commercial roofer in the Chicagoland area and nearing the end of my career now all I do is service. Started as a laborer, foreman, superintendent, production manager, and now service.
I sell approximately $900,000 a year in service work. This would be considered outstanding as this is just repairing roofs. I go there, service the roof, write a proposal for what needs to be done while being paid to do it, explain to the customer how and why it needs to be done and they either sign it or they don’t. I may follow up once but if you do it correctly you don’t need these ridiculous pressure tactics that are in this video. In my decades of experience this is the exact opposite of what I would ever do. my close rate is about 60%. and that’s with minimal effort because I present it properly the first time. I see this video as a teaching on what not to do.
@@Maynardd I understand where you're coming from. Im always open for discussion. I know there are multiple ways to get a sale. In regard of what you do, the only thing I would look at is the margins. Are you selling because you're also the cheapest? That's usually the reason why most guys are broke in this business by being the cheapest. And everyone buys from the cheap... But going back to this video... its more towards retails sales for high ticket items.. speaking from experience people buy when there is sales process compared to just giving a price ...
@@ChrisMoSpeaks Being commercial, being union, and being that the customers don’t necessarily need to use union workers no, we are usually the most expensive sometimes by quite a bit.
As for margins, depends on the price itself. The higher the price, we will slightly lower the margin. but not much. there is no point in a race to the bottom.
We have almost 2000 accounts that we service. we are extremely professional, available 24/7, and as rapport is built the customer knows they will be taken care of. In my experience that’s more important to them than anything else. As for residential which I did for my first 10 years that is also somewhat important to them. But usually it is the lowest price that they go with. And many times that’s unfortunate for the homeowner themselves.
@@Maynardd and I agree with you on everything you said. The video wasn’t meant for commercial, commercial is a whole different animal…
And that’s the residential game for you.. but that’s why the sales process is needed so the homeowner understand that there’s more to roofing than just price. It’s our job as salesman to show them the value & not just go with the cheapest guy.. because sometimes it does hurt them in the end.
Chuck's negotiation advise is not realistic. Customer's know when you're pulling a 'too cute' sales strategy on them and they don't like it.