Sales Consultant/Trusted Advisor in Miami, Florida at T & S ROOFING SYSTEMS , INC.

1. Attend BNI meetings once per week and support groups with referrals.
2. Attend networking events once per month.
3. Canvass neighborhoods during any sales appointment (measure call, presentation, site visit) seeking roofs with previous repairs, tarps, and old roofs.
4. Canvass houses spotted with the above criteria while driving to and from appointments.
5. Practice 3’ rule meaning discuss your business and pass business cards (and ask for referrals) to anyone you encounter within 3’ during the normal course of the day.
6. Enter all self-generated leads into CRM with Self Gen Type = BNI, Personal, Referred, etc.).
7. Perform confirmation phone calls within 4 hours of company lead being assigned.
8. Contact any customer immediately if you are arriving late for an appointment.
9. When negotiating, look up all competitors on sunbiz.org and myfloridalicense.com to determine ownership and years in business.
10. Review competitor scope of work thoroughly before considering any price reductions (apples to apples).
11. Visit all tear offs to confirm scope of work, gain hands on experience, and canvas neighborhoods.
12. Turn in “Sold” jobs with complete paperwork required in a timely fashion.
13. Perform routine follow up with customers in progress to stay in touch and stay engaged.
14. Contact all Referring Customers to thank them for the referral.
15. Update your sold jobs on the Sales Huddle KPI report before Monday morning.
16. All custom pricing i.e. tapered insulation, custom tile, misc. conditions, etc. must have supporting documentation attached to the final CPQ estimate record (labor estimates included).
17. Do not add or remove any items or lines on the PDF contract. Must come from the CPQ Contract.
18. Any and all tasks requested from management.

KEY BEHAVIORS

1. Create a daily Task List after reviewing all communication channels daily (Missed Calls, Previous Calendar Appointments, Text Messages, Voicemails, Emails, Loose Papers).
2. Prepare for appointments by performing research on the house (Proximity, Google maps, property search, and permit search) and customer (Facebook, LinkedIn, Google).
3. Perform SSSAAA on all opportunities. (Sections, Slope, Scale, Access, Accessories, Attic)
4. Maintain a Sales Next Step with a future date on all opportunities.
5. Involve the Sales Manager before losing any opportunity (last look).
6. Set clear expectations with the customer immediately after signing. (incl. Sheathing costs, deflection, fascia, concrete tile, exposed roof debris, trash pick up, timelines etc.)
7. Do not disqualify opportunities for the following reasons, especially for high-visibility, large homes, or desirable neighborhoods:
8. No Answer: If the customer doesn’t answer to confirm the appointment, show up at the scheduled time.
9. Urgent roofing timeline: If the customer needs the roof completed quickly, prioritize the project as needed.
10. Price sensitivity: If the customer mentions they are looking for the cheapest price, focus on demonstrating value and contact the Director of Sales for final negotiations.
11. Budget limitations: If the customer has a budget below a certain amount, present value and involve the Director of Sales for last-look negotiations.
12. Unresponsive customers: If the customer doesn’t confirm the appointment, still show up at the scheduled time.
13. Availability concerns: If the customer says they are unavailable or cannot follow the process, schedule the appointment and attend regardless.
14. Pending home ownership: If the customer does not yet own the property, continue to work with them and prioritize the project once ownership is finalized; seek referrals in the meantime.
15. Third-party contacts: If a realtor or property manager is calling on behalf of the owner or buyer, engage strategically and build alliances.

MINIMUM STANDARD OF PERFORMANCE

• 20% conversion of company opportunities
• Meeting sales quota for self generated sales and total sales
• High morale in department and positive relationship with supporting staff
• Must be able to lift, carry, push, or pull up to 30 pounds.
• Must be able to safely traverse and inspect all areas of jobsite in all types of weather; this may include walking, standing, maintaining balance, repetitive movement, climbing, reaching, sitting, bending, crawling, or stretching.