Jan 31 2015
IKO Industries, Ltd, a global manufacturer of residential and commercial roofing products, will be participating in the upcoming IRE (International Roofing Exposition). This year, the roofing construction and maintenance industry's premier event will be held at the Ernest N. Morial Convention Center in New Orleans, Louisiana from February 24 through 26.
According to Director of Marketing, Carol Perkins, the company sees the annual event as an excellent opportunity to speak with professional contractors directly about IKO roofing shingles and related roofing products.
"We're really looking forward to this year's IRE because it's a chance to talk about the many recent enhancements we've made to our ShieldPRO plus+ program. It's designed to help roofing professionals build their expertise, their brand and their business."
To do that, John DeRosa, Manager, Sales & Contractor Development for IKO Sales Inc., will be presenting a seminar called "Selling Your Price: Real World Strategies to Escape the Price-driven Sale". It takes place on Wednesday, February 25 from 7:45 to 9:15am.
He contends that a contractor's ability to sell at his price is predicated on his ability to differentiate himself from the many others who may be bidding on the project. If the prospect doesn't see any tangible difference among the different contractors bidding on his project, he has no choice but to base his decision on the price – because that's the only difference he sees.
"Contractors need to follow a structured sales process," DeRosa explains. "Their ability to sell their price is based on them being prepared and taught to develop trust, ask emotionally-engaging questions, tell their company story and be comfortable asking for the sale. When sales people struggle with 'price', it almost always represents a weakness in one of those areas. That's something we're going to discuss at the IRE seminar."
Ms. Perkins adds that contractors consistently praise IKO for the company's devotion to helping them grow their business.
"John's seminars are always well received. He understands the challenges roofing professionals face. And he also understands the homeowner's concerns in hiring someone they can trust. John delivers solid, actionable tips and information that contractors can use right away to make a difference to their bottom line."
Source: http://www.iko.com/