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Sales Methodology: Choosing the Right One for Your Roofing Company

John Kenney Sales methodology
May 4, 2023 at 3:00 a.m.

By John Kenney, Cotney Consulting Group.

Choosing the right sales methodology is crucial for any roofing company that wants to achieve success.

There are many different sales methodologies to choose from, each with its own strengths and weaknesses. In this article, we will explore some factors that roofing companies should consider when selecting a sales methodology and how they can choose the right one for them. 

The first step in choosing a sales methodology is to understand your market. You need to know what your customers are looking for and what they value. This will help you select a sales methodology that resonates with them and makes them more likely to buy from you. 

Consider your company culture. Your company culture plays a significant role in the type of sales methodology you should choose. A consultative sales approach may be the best fit if your company culture is focused on relationships and building long-term partnerships. On the other hand, if your company culture is focused on results and efficiency, a transactional sales approach may be more appropriate. 

Evaluate your sales team. Your sales team's skills and strengths should also be considered when choosing a sales methodology. If you have a team of salespeople who are skilled at building relationships and have strong interpersonal skills, a consultative sales approach may be the best fit. A transactional sales approach may be more appropriate if you have a team of salespeople who are more results-driven and focused on closing deals. 

Next, consider your competitive landscape. If your competitors are using a certain sales methodology that is working well for them, it may be worth considering adopting a similar approach. On the other hand, if your competitors are not using a particular sales methodology, it may be an opportunity to differentiate yourself and stand out in the market.   

Once you have chosen a sales methodology, testing and refining it over time is essential. This may involve adjusting your approach based on customer feedback, monitoring sales metrics to identify areas for improvement, and providing ongoing training and support to your sales team. 

There are several sales methodologies that roofing companies can choose from. Here are some examples: 

Consultative sales 

Consultative sales is a relationship-focused approach that involves understanding the customer's needs and offering tailored solutions. This approach is based on building long-term partnerships with customers and providing ongoing support and guidance. 

Transactional sales 

Transactional sales is a results-focused approach that involves closing deals quickly and efficiently. This approach identifies customer needs and offers solutions that meet those needs, often through a straightforward sales process. 

Challenger sales 

Challenger sales is a data-driven approach that challenges the customer's assumptions and offers new perspectives. This approach is based on providing insights and thought leadership that can help the customer make more informed decisions. 

Inbound sales 

Inbound sales is a customer-focused approach that attracts customers through content marketing and provides a personalized buying experience. This approach builds trust and credibility with customers and provides them with valuable resources and support throughout the sales process. 

Choosing the right sales methodology is essential for any roofing company that wants to achieve success. By considering factors such as your market, company culture, sales team, and competitive landscape and testing and refining your approach over time, you can choose a sales methodology that best fits your company and helps you achieve your goals. Whether you choose a consultative, transactional or another approach, the key is to focus on building strong relationships with customers and providing them with the support and guidance they need to make informed decisions. 

John Kenney is the CEO of Cotney Consulting GroupSee his full bio here.

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