By Anna Lockhart.
In a recent episode of MetalTalk, Karen Edwards sat down with the CEO of Grosso University, Dominic Caminata, to discuss the importance of sales training and business development for business owners in the metal industry.
By combining the influential sales training of Rick Grosso, Grosso University has become a leader in the sales performance and training industry. Founded in 2019, the program was a way to continue Rick Grosso’s legacy of harnessing the potential in hopeful sales representatives who attended his infamous Closer’s Camps. Studying the psychology and reasons behind human behavior, Dominic and his team have based their sales methodology on taking what we know about emotions and how to best lead prospects to a natural conclusion through the sales pitch conversation by anticipating all possible objections.
“When I'm trying to earn a prospect's business, I'm focused on one thing and one thing only, and that's affordability. Affordability should be the only thing standing in the way. So, that's how our system's engineered.” Dominic continued, “Through our introduction, and our needs assessment, and our measured inspection process, company story, every step to our sale, we're looking for the opportunity to fish out any hidden objections they may have, bring up all the most common objections early on, and squash those like killing a flea with a sledgehammer throughout the sales encounter.” When it comes time for the close of the sale, Dominic explains that customers are excited and eager to move forward with the sale. Dominic shares, “They're not even concerned about the price at that point, they're more concerned, ‘Can I afford it on a month-to-month basis, can I fit it into my budget?’”
When it comes to metal roofing, Dominic explained, selling on price points doesn’t work anymore. As the industry has changed, the selling points are now focused on the quality, value, longevity and affordability of the roof. “We don’t apologize for being more expensive,” Dominic said, “we brag about it because of all of the extra value, and the features, benefits and peace of mind that homeowners will be getting as a result of that.”
Listen to the whole MetalTalk episode to learn more about Grosso University and their tips for selling metal roofing!
Anna Lockhart is a content administrator/writer for the Coffee Shops and AskARoofer™. When she’s not working, she’s most likely to be found with her nose in a book or attempting to master a new cookie recipe.
About Grosso University
Combining the legendry sales training of Rick Grosso with over 20+ years of experience growing some of the most successful Home Improvement companies in the world Grosso University has quickly risen to become the industries leading sales performance company. Our commitment is to leave your company more valuable than it was when we entered it, making every company that we work with better when we leave than they were when we came in, no matter what.
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