What do you do if the minute that door opens, they start
closing it right in your face?
Or when that homeowner pees behind the door peeking in at you
basically saying, hurry the heck up.
I'm closing this thing in second.
Now I have covered this topic just ever so slightly in a video
called the ten second Pitch.
You can check that video out here at the uh, in this card if
YouTube plops it right up there.
And in that section I teach you how to lean into it when someone's
willing to give you the time of day.
But this is different because in this scenario, the homeowners generally not
willing to give you the time of day.
And if you're like most roofing sales people, Feel the sign.
You see the body language.
You see the door starting to close and you throw in the towel and
you just say, I've been rejected.
And it's almost like the time, think back to it.
You walked up to the really cute guy or girl at the bar and you're
gonna start a conversation and they just cold shoulder you.
Now, for many folks, it's like I catch a hint.
I'm taking the rejection.
And I'm out of here.
But then there's those folks, the ones that you and I both know
have some luck and they'll walk up and lean into that discomfort.
They'll find a workaround to start that conversation.
And sometimes it even works.
And here's the best part.
If you're like most people who the minute that door slams or is about to
close and you just throwing the towel and quit and you stand there, cuz I
know I've done this, have you done this?
Where you kind of stand there and just stare at that door that closed
in your face for a minute, just kinda like taking in this rejection.
And just kind of laughing about it and you're like, okay, I get paid to hear.
No, I'm in sales.
All right.
And you just wanna like keep this calm composure to kind of make a point.
Cuz you know that they're either looking at the back of your head through their
ring or through the , through the door, and then you walk to the next one and
you know they're peeking through the window blinds, seeing where you go.
And then you come up to that next door fresh and you start over.
Well that was a lost opportu.
But what if I told you there was a simple way for you to lean into that discomfort?
A simple way that even if it was one in 20 turned into a sale, how many
more sales do you imagine you'd get each and every year or your team?
All of this adds up and then you start doing better and better.
What if it's one in every 10 or every five?
That rejection turns into a conversation.
The conversation turns into an inspection.
Inspection, turns into you getting in the house and earning a customer.
Well, that's what we're gonna be.
Right here because what separates great salespeople, the highest
earners that I've ever met, to the folks who are just mediocre or good.
The difference is the willingness to be uncomfortable.
The difference is the willingness to take a shot when most people think
that there's no shot to be taken.
And that's exactly what I want to teach you.
So before we get to it, welcome or welcome back.
My name is Adam Benjamin, the roof strategist and everything that I
do here on my YouTube channel and on my podcast and in our all-in-one
sales training and systems.
Which, by the way, there's more of them including the supplement strategy, the
brand new roof with solar sales system.
It's a full business in a box and sales system updates that are, that have come
and even more that are coming for our roofing sales training used by thousands.
All this is designed for one simple reason, and that is
to help you and your team.
Smash your income goal and give every customer an amazing experience.
So if you'd like help the same way that I've helped thousands of folks doing
just that, then click the link in the description right now or text the word
demo, D e m O to 3 0 3 2 2 2 71 33.
We'll happily show you how.
All right, let's get to it.
So what do you do when that door is about to close?
Now, this video is somewhat similar to my other video.
I didn't called the ten second pitch, but the difference is on the
ten second pitch, which you can see that video on the card up here, the
difference is those folks have given you a countdown timer and they're
basically saying, give me what you got.
This scenario is different because that homeowner is just trying to
shoo you away with the body language.
Closing that.
So the concepts are similar, but there's a difference, and here's what that is.
When we have that door closing in our face, we need to open
up with this one sentence.
I'm gonna tell you what that sentence is in just a second.
The reason we jump into this is it tells that homeowner, I respect
your time and I'm gonna get down to business, and will often just buy
you just that little bit of a micro.
To get into it because if you don't, you're not getting any words
out cuz they're closing the door.
But if you use this quick one liner and there's an adjustment to it, that's
optional, which I'll share with you in a second, it can buy you time.
So they'll hear you out.
Now before I teach you this one liner, I wanna just do a quick refresher on
the slap formula S Say Hi, break the ice L let 'em know why you're showing.
And make it familiar to their neighborhood.
Whether you left someone's house, you drove by, you saw something,
installs going on next week, installs going on today, you did the roof
last week, whatever the reason is.
Then we a ask an open-ended question.
And then we wrap it up with the P, which is presenting to their answer
based on where they are in the process.
So with this whole combination, everything stays the same except one
thing, and that's the S, we ditch it.
We're not gonna build rapport, we're not gonna talk about who we are.
We're not gonna do an icebreaker, we're jumping right into the
L with this transition work.
And here's that transition line that I, excuse me, not word line.
The transition line that I told you you need to start with is,
I'll cut right to the chase.
When that door starts closing, you say, Hey, listen, I'll cut right to.
And then we go into your l.
The reason I'm sat by, I just left Peggy's house.
I just got her roof approved for hail damage.
And while I was in the neighborhood, notice your roof's about the
same age was just asking where are you at in the process?
There it is.
If you're on retail, hey, I'll cut right to the chase.
The reason I'm sat by, we're doing Peggy's roof next week.
She chose us to re, to replace her roof due to it being about 25 years old.
I recognize your roof's about the exact same age might even
look like the same shingle.
When was the last time you had routine maintenance conducted on your.
And there's your open end question, or when was the last time your
roof was inspected and you had routine maintenance conducted?
Any time that we deal with someone who's about to close the door, what do we say?
I'll cut right to the chase.
Now listen, if you wanna make this even nicer, if you feel that it'll
work, you can say, I respect your time.
I'll cut right to the chase.
Now, sometimes you don't have enough time to say, I respect your time, but the
reason I wanted to give you that little bonus word to add in is sometimes it.
It makes this homeowner feel heard and respected, and it makes this
homeowner say, Hey, he respects my time, so he's gonna be quick.
All right, I'll give him a second.
So there you have it.
The next time that a door is about to close in your
face, what are you gonna say?
I'll cut right to the chase, or, Hey, I respect your time.
I'll cut right to the chase and then you're gonna pick up from
that slap formula right at the L, letting him know why you're there.
Hey, the reason I stopped by, I was driving by and I realized this,
the reason I'm stopping by, we are doing Peggy's roof next week.
The reason I'm stopping by Peggy just chose us to do her roof.
The reason I'm stopping by, we just got Peggy's roof to choose approved.
Whatever the case is, you now have a very simple framework to
take those opportunities where the door is closing, right in your.
And getting that homeowner to give you a chance to just listen, because at
the end of the day, that is our mission in door-to-door sales is simply this.
Start the conversation first, then get up on the roof, get inside the
house, present and close those deals.
But again, we can't do that until we start that conversation.
So have you tried this technique?
Does it work?
Does it not work?
What else do you like to do?
When someone's about to close the door in your face, drop a
comment and share it with us.
Now, that's all for this video, but just because your in my time here is about
to wrap up doesn't mean it needs to.
So if you haven't done it, hop into our free training center right
here, or YouTube thinks you're really gonna like this video, and
we'll see you on the next one.