Perhaps no aspect of the sales process has been more misunderstood than the skills of “closing.” The word itself implies an end to the process when, in reality, it should signify the beginning of a relationship. Closing is “opening,” and the process of successfully closing a sale need not be mysterious nor as combative as many salespeople have been taught in their careers.

Rule No. 1 in the roofing business - We don’t put new roofs on houses, we put roofs on homes. There is a big difference between a house and a home. A house is a project, a physical entity, which is built and remodeled according to schedules with ladders, scaffolds and materials. A home is a place that neighbors admire and where families raise their children. Adhere to Rule No. 1 and you will already have distinguished yourself from the competition.

In full sun, the surface of a black low-slope roof may experience a temperature rise of as much as 50 to 90 degrees Fahrenheit (F), reaching midday temperatures of 150 to 190 F on a summer day. A white vinyl/PVC reflective roof on the same building typically increases only 10 to 25 degrees above ambient temperature under the same conditions. A differential of this magnitude begs the question: What makes one roofing material “cooler” than another?