SPEAKER

John DeRosa, Jr.
Director of Contractor Training SRS Distribution

John guarantees high energy, relevant sales presentations designed to facilitate change within every organization. He has has facilitated more than 1,500 seminars. In addition to being a guest-columnist for Roofing Contractor magazine, Mr. DeRosa is a frequent speaker with FRSA, IRE, and WSRCA.

The best part about sales – and what makes it so easy for top performers who recognize and prepare for it – is that there are only 5-7 objections per selling situation. But why are so many salespeople unprepared?

WORKSHOP DESCRIPTION

If you want to close more sales and maximize your profitability, then this is the workshop for you.

WIN THE SALE is a complete sales-training program designed to enhance your success through better utilization of the sales process, the development of a sales system, and pricing strategies that influence the buyer to spend more with you. This powerful workshop combines both interpersonal and functional selling skills into a strategically focused experience that is designed to reflect your business’ day-to-day challenges, opportunities, and competitive reality.

You will learn practical, ready-to-use selling strategies to grow your profits by boosting close rates at higher margins.

TOPICS COVERED

Invest in the Customer

1. Understand how to use the sales process to earn the four commitments necessary to close the sale.
2. Learn to develop trust, credibility, and rapport with others to quickly by earning the “trusted advisor” status you will need to close the sale.
3. Develop a price-conditioning strategy that gives your prospect a more realistic expectation of the project’s cost - and helps position your price as a “good deal”.
4. How to ask better questions and use the answers to build a presentation that positions you as the contractor of choice for the project.

 Present With a Purpose

1. Understand why it is important to distinguish between Features, Advantages, and Benefits and how to determine the key components of your company’s value proposition.
2. The framework for delivering a company story that reduces “think about it” and “shop around” objections – making it easier for you to secure the agreement.
3. Tips for delivering your product presentation and using psychological pricing strategies that motivates the prospect to spend more with you (upsell).

Sheraton Mesa Hotel at Wrigleyville West
860 N Riverview, Mesa, AZ 85201

DATE: Tuesday, April 29, 2025
TIME: 8:00 AM - 2:00 PM (Lunch is Provided)

Register to Attend