The 7 Habits of Highly Effective Sales People – Butch Lockhart

Follow up on every single proposal - each estimate costs several hundred dollars to produce, so treat it as an investment that deserves a payoff.

Track your real closing ratio: many salespeople claim 50% retail but the industry average is closer to 25%; sort every quote into a clear 'yes' or 'no' and eliminate the 'maybe' bucket.

Sell real value like a good car salesperson would - present what's in the customer's best interest, not what's easiest or highest-commission for you.

Educate customers beyond shingle color and price: polymer-modified shingles, attic ventilation (93% of U.S. roofs are improperly ventilated), quality pipe boots, algae-resistant options, and honest warranty terms.

Present options in reverse - best, then better, then good - so numbers don't cloud the customer's thinking before they've seen the top option.

The 7 habits of highly effective salespeople: make a good impression, keep a positive attitude, take notes, keep commitments, know your stuff, always be honest, and never quit until you know why you won or lost.

Effective roofing leadership rests on a four-legged stool: sales, operations, intelligent financial structure, and marketing - miss one and the business tips over.

Build a positive team culture and an internal 'selling system/university' so every rep represents the company your way as you scale from 2 to 20 salespeople.

Seek wise counsel, maintain integrity and life balance, and focus on legacy - what you leave behind and how you're perceived, not how much money you made.