Week 5: Sales Process

# Week 5: Sales Process

## Day 1: The ROLLerUP Sales Funnel

### Stages
```
Lead → Qualified → Site Visit → Quote → Follow-up → Close → Install → Service
```

### Stage Definitions

| Stage | Goal | Timeline |
|-------|------|----------|
| Lead | Capture inquiry | Immediate |
| Qualified | Confirm fit | Same day |
| Site Visit | Measure, assess | Within 1 week |
| Quote | Present pricing | 1-3 days after visit |
| Follow-up | Address concerns | Ongoing |
| Close | Get commitment | Varies |
| Install | Deliver product | 2-6 weeks after close |
| Service | Long-term care | Ongoing |

---

## Day 2: Lead Qualification

### The BANT Framework
- **Budget:** Can they afford our products? (Custom = premium)
- **Authority:** Are they the decision-maker?
- **Need:** Is there a real problem we solve?
- **Timeline:** When do they need it?

### Qualifying Questions
1. "What prompted you to reach out today?"
2. "Tell me about the space/application"
3. "What's most important to you - security, shade, aesthetics?"
4. "Have you gotten other quotes?"
5. "What's your ideal timeline?"
6. "Who else is involved in this decision?"

### Red Flags (Lower Priority Leads)
- "Just looking for prices" (not ready)
- No specific application (tire kicker)
- Unrealistic budget expectations
- Timeline is "someday"

### Green Flags (High Priority)
- Specific dimensions ready
- Clear problem to solve
- Deadline (renovation, event, inspection)
- Referred by past customer
- Fire shutter requirement ($$)

---

## Day 3: The Site Visit

### Before the Visit
- Review customer info in CRM
- Confirm appointment
- Bring: measuring tools, brochures, business cards
- Know what products they're interested in

### During the Visit
1. **Build Rapport** (5 min)
   - Introduce yourself
   - Compliment something genuine
   - Ask about their needs/vision

2. **Assess the Space** (15-20 min)
   - Measure carefully (3x!)
   - Take photos
   - Note obstacles, electrical, mounting options
   - Check structural considerations

3. **Educate** (10 min)
   - Explain options that fit their needs
   - Show samples if available
   - Address questions

4. **Set Expectations** (5 min)
   - "I'll have a quote to you within X days"
   - Explain next steps
   - Confirm contact info

### After the Visit
- Enter notes in CRM immediately
- Prepare quote within promised timeframe
- Send follow-up email thanking them

---

## Day 4: Quoting & Follow-up

### Quote Components
1. Product description (clear, detailed)
2. Dimensions
3. Options/features included
4. Price (itemized or packaged)
5. Installation included or separate
6. Warranty information
7. Terms and conditions
8. Validity period (typically 30 days)

### Presenting the Quote
- Phone or in-person preferred over email alone
- Walk through the quote, explain value
- Ask for questions
- Trial close: "Does this look like what you had in mind?"

### Follow-up Cadence
| Day | Action |
|-----|--------|
| 0 | Send quote |
| 2 | Follow-up call |
| 7 | Check-in email |
| 14 | Second call |
| 30 | Final follow-up |

### Handling "I Need to Think About It"
- "Of course. What specifically would you like to think through?"
- "Is there information I can provide to help?"
- "What's your timeline for making a decision?"
- Schedule specific follow-up: "Can I call you Thursday?"

---

## Day 5: Closing & Objections

### Common Objections

**"It's too expensive"**
- "I understand budget is important. Let me ask - compared to what?"
- "What were you expecting to spend?"
- "Let's look at what's included and see if there's a way to adjust"

**"I need to get other quotes"**
- "That makes sense. What will you be comparing?"
- "When you compare, make sure you're comparing apples to apples - materials, warranty, installation quality"

**"I need to talk to my spouse"**
- "Absolutely. Would it help if I came back when you're both available?"
- "What questions do you think they'll have?"

**"The timing isn't right"**
- "When would be better?"
- "If we started the order now, we could have it installed by [ideal date]"

### Closing Techniques
- **Assumptive:** "So we're looking at white with motorized operation - should I write this up?"
- **Alternative:** "Would you prefer the May or June installation slot?"
- **Summary:** "We've got the measurements, you love the product, the price works - what's holding you back?"

### Week 5 Quiz
1. What does BANT stand for?
2. What's a "green flag" lead?
3. How soon should you send a quote after a site visit?
4. What's the follow-up cadence?
5. How do you handle "it's too expensive"?

### Hands-On
- [ ] Shadow a site visit
- [ ] Review 10 closed deals in CRM
- [ ] Practice objection handling with a colleague
- [ ] Listen to recorded sales calls