A YouTube sales-training video (transcript) arguing that obtaining access to a homeowner’s attic during a roof sales appointment is essential to create urgency and credibility. The speaker stresses insisting on attic access—using a mechanic analogy—to diagnose issues and close high-cost roof sales.
No one's spending $20,000 on a roof just to change the roofing color. So how do we consistently find enough urgency to get that tie down? Number one thing is get inside the attic. This is crucial for the appointment. Back when I was a sales rep, if the homeowner didn't let me into the attic, I would push, push, push. Until, truthfully, I got kicked out of the house because I was not going to waste my time talking when there was a slim to none chance that I was selling. It may upset my boss that I got kicked out of the house, but let's say you heard a knocking noise in your car, so you took it to the mechanic, and in 10 minutes, the mechanic of like, walking around your car, he said, yep, it's an engine problem. It's going to be $13,000. Are you going to be paying cash or doing a payment plan for that? Would you guys leave? Probably. There's a couple questions that go inside your head. How does that mechanic know what's wrong when they didn't even look under your hood? On top of that, you have a complete stranger asking you for $13,000. No process on how they're going to fix it, how long it's going to take. How is a roofer supposed to know what's wrong with your roof when they can't get in the attic?
