A success story

Just ask John Keating, Keating & Sons Roofing in Ontario, Canada who just graduated from the March Sales Boot Camp.

John closed the first 3 appointments he went on following Sales Boot Camp!  He said it was just like sitting in the boot camp doing the role play.  Here’s what happened…

John had done the Measure Call prior to leaving for boot camp.  He thought he did a good measure call (John went to Sales Boot Camp for the first time last Spring) and after returning home, he had the follow up call scheduled.  When he went on the appointment, the prospect told him that he had a good feeling about him after the Measure Call but had estimates from 4 other contractors whose prices he felt were very high.  John followed the process with the 4P flip chart and the prospect told him his price was $5000 more than the highest price from the other contractors.

John immediately utilized the word tracks he learned in boot camp and put on his “consultant’s hat” to review the contracts.  It was obvious that the scope of work was totally different.  John continued with the process, used the SCSP and was able to  show the differences and why they were important.  By going the extra mile and doing the right thing (showing the owner that he could solve their problems with the right products and that his company was different than the others) he was able to convince the owner to invest more money into their home so that they got a better job.  And that’s what its all about….Doing the right thing; for the customer and your company.

Did he manipulate the customer? Did he somehow cheat the customer?  The answers to both of these questions is NO!  John convinced the owner that he was truly concerned about solving the owners problems.  He showed them that he was a certified contractor and that he only installs products according to industry standards and manufacturers specifications (which the majority of contractors do not do).  He then showed them that his company was the safer and better choice even though the initial cost was higher. In the end, they would save money as they would get a complete job and wouldn’t have to worry about doing it again.  Clearly John had the owners best interest in mind.

CONGRATULATIONS John on a job well done and for sticking with the process you learned without getting thrown off by the higher price objection!

John realized that he had forgotten a lot after attending the first sales boot camp.  During that boot camp, he was in a work group with others who had attended previously and said they had forgotten a lot.  At the time, he didn’t really understand that but now will admit that attending a second time really brought it all together for him.  He returned to the office and is committed to using the entire sales process and even spent a day getting his answer book compiled.

John, we look forward to hearing more success stories from you – we know there will be more!