SPEAKER

John DeRosa, Jr.
Director of Contractor Training SRS Distribution

John guarantees high-energy, relevant sales presentations designed to facilitate change. With over two decades of experience, he has facilitated more than 1,500 live sales training sessions to thousands of contractors across the U.S. and Canada. Mr. DeRosa is a frequent speaker with FRSA and WSRCA.

WORKSHOP DESCRIPTION

Most contractors agree that selling a storm-restoration project requires a different approach than what would typically be used to sell a retail project. While this may be true, the sales-person should not allow their focus on the insurance-claim process to forgo the critical elements that drive sales in a non-storm environment.

SELLING THE STORM dramatically improves results by taking the most powerful strategies from "retail selling" and merging them into a powerful insurance-restoration sales system. As a participant, you will learn practical, proven, and ready-to-use strategies that are designed to help you collect the insurance deductible, decrease cancellations, and improve profits through upselling.

TOPICS COVERED

The Art of The Door Knock:

• Learn to develop trust, credibility, and rapport to earn the “trusted advisor” status that will help you get the opportunity to review the homeowner’s project.

• Learn how to better present yourself and overcome the objections that come with hard-wired door knocking.

• The framework for developing a powerful contractor-based sales process and how to motivate your homeowner to take the next step.

• Asking the Commitment Question that sets the table & gains control over the sales appointment, and compels your prospect to sign it.

Winning the Adjuster Battle:

• Managing the homeowner’s expectation at the adjuster meeting — and using your roof inspection to get them on your side.

• How to put the adjuster on “defense” and maintain a productive dialogue with minimal financial disagreement.

• Learn how to overcome common [adjuster] objections like "No damage," "It’s wear and tear," or "We’ll only pay for half the roof."

• Powerful inspection and presentation tools, including inspection forms, commonly-missed line items, and games the insurance company plays to lower the cost of repair.

Upselling & Collecting the Deductible:

• Setting the table to upsell and using financing where needed to help your prospect get the best roof system for their home.

• Tips to overcome the deductible objection early in the way of closing the sale.

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