October 14, 2015 RoycroftBrown

Overcoming barriers to close-the-sale

James Hardie US
Overcoming objections and barriers to close-the-sale

A very significant part of the James Hardie US revenue and business is generated via the re-cladding of existing homes with James Hardie cladding products. This is done through an intermediary installer channel numbering in the thousands nationwide. As a result, James Hardie has little control or visibility of the in-home sale process, the sales experience and the resultant perception of the James Hardie company and brand.

RoycroftBrown created a tablet based sales tool, downloaded via the Apple app store, that enhances and streamlines the sales conversion process by reinforcing features and benefits, overcoming objections and presenting the James Hardie brand in a consistent, compelling way.

The result has been a significant increase in the conversion of prospect to lead, and lead to sale.


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