Successful salespeople in the roofing industry need to be able to forge connections with clients, ensuring that your business meets their needs. Their work is ultimately a problem-solving exercise: working out what a client wants, needs and can purchase.
But there are hundreds of possible skills that a salesperson might need to excel in the roofing industry, and as a recruiter it might be difficult to know where to start. This article outlines six key skills for you to consider during the recruitment process.
1. Industry Knowledge
The first point of assessment for any potential salesperson in this industry must be whether they know their stuff. To successfully sell for your roofing business, a salesperson needs a range of knowledge.
Do they have an in-depth understanding of roofing materials and the construction systems affecting which materials can be used? Do they show sound knowledge of meeting safety standards and an understanding of the regulations surrounding construction? Have they completed any specialist training in roofing, or have membership of industry associations they can draw on?
A successful roofing salesperson should have knowledge of trends in the industry, for example the use of sustainable materials. They should be able to share this knowledge in an accessible way for clients to assist them in making informed choices.
In summary, they should have good technical skills and be able to apply their knowledge and experience appropriately to the sales environment. To do this in a way that meets client needs, they should possess excellent communication skills.
2. Communication Skills
At the centre of any sales exchange is communication, and a potential employee’s skills in this area must be at the heart of recruitment decisions. They should show active listening skills to clients so that they feel heard and understood, using both verbal and non-verbal cues throughout a conversation.
A successful salesperson can build rapport with clients quickly and steer conversations in the direction of a deal. They should demonstrate empathy and show genuine interest in a client’s situation to build that vitally successful working relationship. They should be able to communicate complex industry information clearly and concisely, translating jargon simply and directly to ensure maximum understanding.
Another area to consider is written communication. Does the potential salesperson have an excellent command of written English, to ensure professional communication in writing as well as in oral exchanges?
Above all, can they demonstrate confidence in themselves as a salesperson and in the product they are to sell? Confidence goes a long way in building client relationships, but the next skills are equally important in responding to challenges.
3. Resilience and Persistence
These two skills go together in a salesperson’s ability to ‘bounce back’ from rejection and remain motivated in their role. Handling rejection is a vital part of working in sales, so a potential salesperson must show an ability to maintain positivity in the face of this ongoing challenge.
When faced with rejection, can they address client concerns and build these into sales opportunities? Can they employ their communication skills to steer the exchange back in a favourable direction, while maintaining a positive relationship with the client? Ultimately, can they build on past rejections to move forward and improve their sales technique?
No-one will be perfect from day one, so persistence in self-development is also key. Salespeople must be dedicated to honing their technique and developing their style, blending their knowledge, experience and communication skills to make successful sales.
4. Sales Acumen
Anyone working in sales must have the ability to understand the business, identify every client’s needs and use this knowledge to guide them through the sales process from start to finish.
They should be able to seamlessly blend their industry knowledge with their sales skills, balancing this with the “soft skills” of relationship-building that are vital to bonding with clients and encouraging repeat business. Can they build rapport with clients and make conversation unrelated to the sale, then bring this back around to business matters to complete a sale?
A salesperson must use their understanding of the intricacies of the roofing industry and think analytically to apply this to their market awareness. It is also key for them to use strong interpersonal skills to not only build but maintain client relationships. Customers need to trust in the salesperson’s knowledge but also their ability to be more than a hard-sell robot.
5. Customer Service Orientation
Part of building and maintaining client relations is a good grounding in customer service, so this should be the base for any salesperson’s development in their role. This should always be at the centre of a salesperson’s thinking.
They should seek clarity around a client’s needs by communicating clearly and employing their specialist roofing knowledge. They must balance the client’s needs with business needs in meeting sales targets, but when customer-facing, the client must always believe the salesperson has their best interests at heart.
The salesperson must display positivity and appear eager to please the client, assisting in every step of the process. This is especially important when problems arise, and the salesperson is the key point of contact for solving these.
6. Problem Solving Skills
These are crucial to working in sales, especially in an industry such as roofing, where problems may present themselves at any juncture. They tie into a salesperson’s communication skills and their resilience. For example, active listening followed by analytical thinking will allow a salesperson to identify a problem and come to a solution that meet the client’s needs.
Creativity and critical thinking go hand-in-hand with persistence when a first attempt hasn’t gone to plan, and communication is central to negotiation and collaboration with clients. To identify problems and find successful workarounds, it is vital for salespeople to communicate clearly and positively with clients at every stage of the sales process.
Hire A Roofing Salesperson That Can Close
In the competitive roofing industry, your sales team can make or break your success. With high-ticket services, seasonal demand, and a competitive market, having sales reps that have the above skills is crucial. HyperHired specializes in recruiting top-tier roofing sales representatives who are highly motivated and ready to close deals. Book a discovery call today to find out more.
