My Most Powerful Pitching Secret!

I'm going to let you in on the most powerful pitching secret that I wish I knew when I got started in roofing sales. You cannot sell a solution without one thing first. What is it? There must first be a problem. Without a problem, there is no solution.

That is why in all the formulas that I teach, the SLAP formula at the door, the CARPARK formula closing in the house, the first thing we do in the presentation is identify the problem.

A free inspection is a solution. If the homeowner does not have a problem or think they don't have a problem with the roof, they're going to say, we're fine. No, thank you.

So we first need to have a problem. I can pitch to that to then identify or create the problem, get up on the roof to then present the solution.

Ask probing questions, and uncover their problem before I sell a solution. And the right salesperson, who is a killer salesperson, has patience to focus on the problem first. If there ain't no problem, no one's buying a solution.

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