The Secret to Pumping Up Your Sales? Building Trust and Credibility

By Cass Jacoby. 

In a new Roofing Road Trips Podcast, sales experts talk about how continuing education provides serious opportunities for contractors to take their business to the next level. 

In Season 4, Episode 59 of the Roofing Road Trips Podcast Heidi J. Ellsworth virtually visits with Owens Corning’s  Jon Gardner and Adam Bensman from the Roof Strategist. All three experts at sales, they talk about how roofers can differentiate themselves from their competition and win more sales.  

Adam highlights how, when he first came to the industry as a salesman, there were no resources for roof-specific training. There was nothing created to fill in the gaps between sales and home improvement. “My real passion, what drives me every day, is communication and teaching salespeople that were in my shoes, coming into the industry, the skillsets they need that they can apply in the field to transform their life,” says Adam. “That's what I love about the roofing industry,  it is a level playing field.” 

Owens Corning has created a training and development platform for contractors that is designed to deliver roofing-specific training to support contractors’ growth,” says Jon. “Live training, on-demand training, and content that's available for the industry, in general, through our hub.” 

Continuing education for contractors is so important, as part of building out their network of experts for their platform, so Jon found Adam, who became a partner with their OCU program. “What I do in this relationship is really simple,” says Adam. “I help salespeople feel more confident, have skillsets they can use in the field, and make more deals, sell more deals.”  

At the end of the day, OCU is developed to give contractors a common vocabulary as a foundation that they can build their credibility from. The programs are designed to build trust between the homeowner and contractor relationship. “When you put it together in a process that allows a contractor to have a really meaningful conversation and develop trust at the highest level, it means I'm going to close the deal,” says Jon. “Owens Corning University is really trying to supply that holistic approach, whether it's sales, marketing, production, or more.” 

Listen to the podcast to learn more about Owens Corning University and how the program has been designed to deliver a practical approach to providing content for learning and development. 

Learn more about Owens Corning in their RoofersCoffeeShop® Directory or visit www.owenscorning.com/roofing. 

About Cass  

Cass works as a reporter/writer for RoofersCoffeeShop, AskARoofer and MetalCoffeeShop. When she isn’t writing about roofs, she is putting her Master degree to work writing about movies and dancing with her plants.