Train your team to achieve sales goals through proper time management of each task and responsibility they are assigned. Poor time management will hinder even the best performers from reaching their potential.

1. SELLING BETTER
SELLING MORE
www.bestbuymetalroofing.com

2. This short presentation will display the most effective ways to manage your time
and prioritize sales related tasks, increasing individual and total store sales.
Review, study, practice. If you are failing to meet your individual or store goals,
these strategies will help.

3. Effective Time Management

4. Most quotes should be completed in just 5-10 minutes.
If a customer does not provide comprehensive details on a quote, don’t just sit
and wait for the missing information to reveal itself. Put together a quote that
is logical even if you must make some general assumptions, then send the
quote to the customer.
We should do two things when we create and send a quote:
1. Put a very attractive and competitive price in front of the customer
2. Create intrigue and the opportunity for the customer to ask additional
questions about their project needs

5. If it takes more than 5 minutes to quote this request, you are not practicing
effective time management.

7. What Did You Notice?
1. Keyboard shortcut keys were used to build the entire estimate.
 If you are not proficient in shortcut keys you must practice and spend
time becoming an expert. Every time your hands leave the keyboard time
is lost.
2. Only basic materials were included on the initial quote.
 Unless a customer tells you exactly what they want, and if we are unable
to discuss he value of the products we have available, upsell materials
should not be included on the initial quote. We are simply trying to create
interest and a follow up call.
3. Wash, Rinse, Repeat
 Repetition of these simple tasks, keeping the processes the same each time,
will result in quicker response and turn around times for your customers
and will free you up to complete more Revenue Generating Activities.

8. More complex quotes should take no more than an hour to complete.
If you are spending more than an hour on a single quote you need to determine
if;
1. Someone else needs to quote the project and provide the material list
2. The customer has provided enough information
3. You know enough about the requested materials to effectively quote
the project
Use the company’s resources to assist with complex quotes and free yourself
up to assist with customers that are ready to purchase something NOW.

9. If it takes more than 1 hour to quote this request, you are not practicing
effective time management.

11. What Did You Notice?
1. Wash, Rinse, Repeat
2. Perform other tasks when waiting for quotable information to be returned
3. Keyboard Shortcuts
4. Trim counter spreadsheet
 When calculating the initial quote, the numbers can be approximated to
get a ballpark price together with a faster turnaround time.
5. Organize customer information in a customer specific folder.
 This is a great tool to use for complex quotes. The files can be organized
by upload date so you can follow the sequence of the transaction more
clearly than through multiple email threads.

12. If you are handwriting notes on the Purchase Orders that our submitted to our
production team, why? Is there information that needs to be included that
cannot be input in the cells of the PO prior to printing?
Don’t create additional steps to a process unless it is necessary.
If it takes you more than 1-2 minutes to print a Purchase Order and place in the
appropriate staging area, something is wrong.
If it takes more than 1-2 minutes to print and stage Packing Slips and Invoices,
something is wrong.

13. Why is it taking more time than what is expected?
1. Are you distracted?
 Are you allowing other work, or non-work related distractions to prevent
you from completing these tasks in an efficient manner?
 Eliminate Distractions
 Tell a co-worker that you need to stay on task and can’t discuss
details of their social life.
 Ask a manager for help as distractions arise.
2. Are you looking too deeply into non-essential details?
 Are you adding information that doesn’t affect production outcomes?
 Are you highlighting, making notes, or attempting to provide additional
guidance that someone else is responsible for?
3. Are you accurately following company policies and procedures?
4. Do you need additional training?

14. Effective Time Management

15. When a customer calls and says, “I’d like a quote on a metal roof”, what is your
response?
Our sales philosophy should be to promote what we do best and provide
guidance to an uninformed customer. Educating out customers plays a major
role in our company success, but too much information can be just as confusing
as not enough.
Use emotional intelligence, read the customer and discover what they are
looking for. Introduce Tuff Rib first, then see where the conversation goes.

16. We sell Tuff Rib!
Tuff Rib makes up 90% of our total sales interactions, that means 9 out of every
10 customers you speak with will want to have Tuff Rib quoted, whether they
know it or not at the beginning of the process. This means when a customer
asks for a quote on a metal roof, we should automatically begin talking about
Tuff Rib and its exceptional value.
For first time inquiries, guide the customer to a conversation about Tuff Rib. If
they ask for additional information on other products, fine, but make sure we
don’t overwhelm them with too much information right out of the gate.

17. We appeal to customers in unique ways, ways that our competition cannot, by
selling Tuff Rib and other manufactured parts. We also create a unique buying
experience by promoting stock trim and other stock items.
Customer Preferred Trim:
• 12” Ridge Cap • 16” Ridge Cap
• Small Outside Corner • Large Outside Corner
• 3.5” Post Trim • Endwall Flashing
• W-Valley Flashing • Sidewall Flashing
• J-Channel
If we are not
promoting and selling
Customer Preferred
Trim, we loose our
WOW factor.

18. Good Initial Quote Bad Initial Quote
The bad quote
fails to utilize
our Customer
Preferred Trim
pieces and
includes so
many Up-Quote
that we could be
priced out of the
job from the
initial inquiry.
Customers now
have easier
access to
information than
ever before and
are probably
collecting quotes
from multiple
suppliers. At
first glace, which
quote is more
attractive to
you?

19. Up-Quoting vs. Up-Selling
It’s important to clarify the difference between up-quoting and up-selling.
Up-quoting is simply adding the cost of additional components without having the
opportunity to sell the value of the materials. Up-quoting is the best way to have a
one and done interaction with a customer.
Up-selling is adding components to a job after the customer has become intrigued,
has established confidence with our company, and is about to commit to the
purchase. Up-selling should always involve discussing the value of added
components, informing the customer that the additional cost is outweighed by the
value these parts add to the overall purchase. If you cannot sell the value of a part,
you should not be quoting it.

20. Every sales representative is responsible to create sales activity. You will not be
able to create enough activity to reach your individual and store goals if you do
not aggressive protect your most valuable resource, time.
Your sales KPI sheet will showcase how many quotes you must complete each
day. If this number looks impossible to you, take some time to reflect on this
training and critically think about ways can unlock more time for Revenue
Generating Activities in your day.
Remember, wash, rinse, repeat. The more we practice the same processes the
more efficient we become. Make an effort to complete tasks with perfect
repetition whenever possible.