Mastering the Ultra-Impact In-Home Selling System:
A Proven Framework for Contractor Sales Success

Richards home selling system six-step graphic.

Ultra-Impact In-Home Contractor Selling System

Are you lost trying desperately to understand why your salespeople cannot close like you can? They cannot persuade homeowners to choose you over the competition. They cannot uncover buying emotions and solve problems in a selling situation like you can. Join the party! One of the many frustrations my brother and I experienced as roofing and siding contractors/owners were getting/inspiring/motivating our sales professionals to reach their fullest potential; in other words, to close deals as we could😊. There are a few obvious reasons why your salespeople may never attain the closing percentage you do as an owner. Still, we learned certain things that closed that performance gap significantly. It was only after we decided to invest the time in clearly defining our sales process and mapping it out in an easily understood and applied way. We then created a curriculum for onboarding training that included our process, study materials, educational metrics, and a ton of role-playing. The following is a snapshot of our process, which remained under constant revision as we learned to sell more effectively.

The Ultra-Impact In-Home Contractor Selling System offers a clear, structured approach to closing sales. It is specifically designed for industries like construction, roofing, and remodeling. It combines a systematic process that’s easy to understand, apply, and repeat for consistent results. This blog will dive into the essentials of this system and how it can elevate your sales game.

Discover the Advantages of the Ultra-Impact System The Ultra-Impact In-Home Contractor Selling System has a few critical characteristics that make it highly effective:

Proven Process: A tried and tested method generates repeatable outcomes.

Its straightforwardness makes it accessible for sales teams of all experience levels, instilling a sense of confidence and capability. The system’s emphasis on understanding and addressing customer pain points fosters a sense of empathy and understanding in sales professionals. The system also reminds us of some fundamental sales truths, such as:

  • A sale is a mutual exchange of value.
  • Without identifying customer pain, there’s no motivation for change—and no sale.

The Six P's of Ultra-Impact Selling

At the heart of the Ultra-Impact System are the Six P’s, each designed to guide sales professionals through each step of the sales process:

  1. Probe: This involves thorough questioning to uncover the customer’s current conditions, pain points, and needs. Sales professionals must identify both latent and acute needs through skilled inquiry. At this stage, questions like “How long have you been dealing with this issue?” or “What has prevented you from making a change sooner?” help uncover deep-seated pain points.
  2. Present: Here, you present the problem as you’ve discovered it, but more importantly, you elevate the urgency. This is where the cost of waiting and other concerns are emphasized. By highlighting the direct impact on the homeowner, you drive urgency.
  3. Provide a Solution: Present a tailored solution that directly addresses the problem. Focus on escalating the perceived value while subtly differentiating your offer from the competition.
  4. Prove Your Expertise: Build credibility by emphasizing the unique benefits of your product or service, your brand’s authority, and personal experience. The key is to make your prospect feel confident that you are the right choice for their needs.
  5. Propose ROI: Demonstrate the client’s return on investment (ROI). Whether it’s savings, peace of mind, or improved comfort, this step solidifies the financial and emotional value of moving forward with your solution.
  6. Push for Commitment: Finally, ask for the close. Present options for low monthly payments, no-interest plans, or another clear path to making the sale as frictionless as possible.

Mastering Objection Handling With the Ultra-Impact System, handling objections is inevitable in sales, but the Ultra-Impact In-Home Selling System simplifies the process into actionable steps. Here are six golden rules for overcoming objections:

  1. Understand: Always seek first to understand the objection. Encourage open dialogue and listen actively to ensure the prospect feels heard.
  2. Agree: Acknowledge the customer’s concerns. Being combative or dismissive only erodes trust. Instead, they use empathy and affirm that their concern is valid.
  3. AWE – And What Else?: Once you address one concern, always ask if there are others. This ensures all objections are out on the table, giving you a clearer path to resolution.
  4. Establish Validity: Ensure that the objection is the real roadblock. For example, if price is the issue, you can ask, “Is it the one-time cost or the monthly payment that concerns you?”
  5. Confirm: Reiterate the objection to ensure you agree with the client before offering a solution.
  6. Handle or Close: If the objection is genuine, resolve it with the facts. If it’s just a deflection, guide the conversation back to closing the sale.

The Power of Emotions in Sales: Micro-Commitments and Trust This system also highlights micro-commitments’ importance. These are small yeses that build momentum toward the final decision. Emotions decide everything in sales, and making your prospect feel comfortable with small agreements along the way creates a smooth path toward closing.
By proving your expertise, being persistent yet likable, and establishing an emotional connection, you position yourself as not just a vendor but a trusted advisor, fostering a sense of reliability and trustworthiness.

Conclusion: A Simple, Repeatable System for Success

The Ultra-Impact In-Home Selling System offers a holistic approach to selling that’s both simple and highly effective. By focusing on the prospect’s emotional needs, creating micro-commitments, and handling objections smoothly, this system provides a roadmap for closing more sales with less friction.

Whether you’re selling roofing services, siding solutions, or high-ticket home improvement products, the Ultra-Impact System can help you engage prospects, identify their true needs, and close sales more effectively.

Ready to take your sales to the next level? Start implementing the Ultra-Impact system today!

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Richards Building Supply

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