WEBVTT NOTE This file was generated by Descript 00:00:00.270 --> 00:00:03.720 What do you do if the minute that door opens, they start 00:00:03.720 --> 00:00:05.310 closing it right in your face? 00:00:05.700 --> 00:00:09.030 Or when that homeowner pees behind the door peeking in at you 00:00:09.210 --> 00:00:11.130 basically saying, hurry the heck up. 00:00:11.130 --> 00:00:12.520 I'm closing this thing in second. 00:00:13.290 --> 00:00:16.890 Now I have covered this topic just ever so slightly in a video 00:00:17.040 --> 00:00:18.660 called the ten second Pitch. 00:00:18.930 --> 00:00:22.080 You can check that video out here at the uh, in this card if 00:00:22.080 --> 00:00:23.759 YouTube plops it right up there. 00:00:24.150 --> 00:00:27.450 And in that section I teach you how to lean into it when someone's 00:00:27.450 --> 00:00:28.920 willing to give you the time of day. 00:00:29.250 --> 00:00:33.180 But this is different because in this scenario, the homeowners generally not 00:00:33.180 --> 00:00:34.530 willing to give you the time of day. 00:00:34.590 --> 00:00:38.185 And if you're like most roofing sales people, Feel the sign. 00:00:38.365 --> 00:00:39.415 You see the body language. 00:00:39.415 --> 00:00:42.955 You see the door starting to close and you throw in the towel and 00:00:42.960 --> 00:00:44.455 you just say, I've been rejected. 00:00:44.485 --> 00:00:46.705 And it's almost like the time, think back to it. 00:00:46.705 --> 00:00:49.345 You walked up to the really cute guy or girl at the bar and you're 00:00:49.345 --> 00:00:51.535 gonna start a conversation and they just cold shoulder you. 00:00:51.745 --> 00:00:54.205 Now, for many folks, it's like I catch a hint. 00:00:54.355 --> 00:00:55.705 I'm taking the rejection. 00:00:55.875 --> 00:00:56.835 And I'm out of here. 00:00:57.075 --> 00:01:01.155 But then there's those folks, the ones that you and I both know 00:01:01.185 --> 00:01:04.395 have some luck and they'll walk up and lean into that discomfort. 00:01:04.425 --> 00:01:07.155 They'll find a workaround to start that conversation. 00:01:07.215 --> 00:01:08.955 And sometimes it even works. 00:01:08.955 --> 00:01:10.065 And here's the best part. 00:01:10.665 --> 00:01:14.295 If you're like most people who the minute that door slams or is about to 00:01:14.300 --> 00:01:18.585 close and you just throwing the towel and quit and you stand there, cuz I 00:01:18.585 --> 00:01:19.785 know I've done this, have you done this? 00:01:19.875 --> 00:01:22.245 Where you kind of stand there and just stare at that door that closed 00:01:22.245 --> 00:01:24.765 in your face for a minute, just kinda like taking in this rejection. 00:01:25.184 --> 00:01:28.154 And just kind of laughing about it and you're like, okay, I get paid to hear. 00:01:28.154 --> 00:01:28.994 No, I'm in sales. 00:01:29.684 --> 00:01:30.134 All right. 00:01:30.134 --> 00:01:33.315 And you just wanna like keep this calm composure to kind of make a point. 00:01:33.320 --> 00:01:35.655 Cuz you know that they're either looking at the back of your head through their 00:01:35.655 --> 00:01:38.925 ring or through the , through the door, and then you walk to the next one and 00:01:38.925 --> 00:01:41.955 you know they're peeking through the window blinds, seeing where you go. 00:01:42.044 --> 00:01:44.714 And then you come up to that next door fresh and you start over. 00:01:44.984 --> 00:01:46.514 Well that was a lost opportu. 00:01:47.145 --> 00:01:50.985 But what if I told you there was a simple way for you to lean into that discomfort? 00:01:50.985 --> 00:01:55.215 A simple way that even if it was one in 20 turned into a sale, how many 00:01:55.215 --> 00:01:58.815 more sales do you imagine you'd get each and every year or your team? 00:01:59.175 --> 00:02:01.305 All of this adds up and then you start doing better and better. 00:02:01.305 --> 00:02:03.134 What if it's one in every 10 or every five? 00:02:03.375 --> 00:02:05.414 That rejection turns into a conversation. 00:02:05.414 --> 00:02:07.095 The conversation turns into an inspection. 00:02:07.305 --> 00:02:11.325 Inspection, turns into you getting in the house and earning a customer. 00:02:11.595 --> 00:02:12.765 Well, that's what we're gonna be. 00:02:13.105 --> 00:02:17.755 Right here because what separates great salespeople, the highest 00:02:17.755 --> 00:02:21.835 earners that I've ever met, to the folks who are just mediocre or good. 00:02:22.255 --> 00:02:25.285 The difference is the willingness to be uncomfortable. 00:02:25.495 --> 00:02:28.855 The difference is the willingness to take a shot when most people think 00:02:28.855 --> 00:02:30.385 that there's no shot to be taken. 00:02:30.945 --> 00:02:32.325 And that's exactly what I want to teach you. 00:02:32.535 --> 00:02:34.965 So before we get to it, welcome or welcome back. 00:02:35.085 --> 00:02:37.965 My name is Adam Benjamin, the roof strategist and everything that I 00:02:37.965 --> 00:02:41.895 do here on my YouTube channel and on my podcast and in our all-in-one 00:02:41.895 --> 00:02:43.035 sales training and systems. 00:02:43.350 --> 00:02:46.290 Which, by the way, there's more of them including the supplement strategy, the 00:02:46.290 --> 00:02:48.360 brand new roof with solar sales system. 00:02:48.360 --> 00:02:52.200 It's a full business in a box and sales system updates that are, that have come 00:02:52.205 --> 00:02:55.840 and even more that are coming for our roofing sales training used by thousands. 00:02:55.950 --> 00:02:58.320 All this is designed for one simple reason, and that is 00:02:58.320 --> 00:03:00.300 to help you and your team. 00:03:00.360 --> 00:03:05.280 Smash your income goal and give every customer an amazing experience. 00:03:05.520 --> 00:03:08.820 So if you'd like help the same way that I've helped thousands of folks doing 00:03:08.820 --> 00:03:12.540 just that, then click the link in the description right now or text the word 00:03:12.540 --> 00:03:17.820 demo, D e m O to 3 0 3 2 2 2 71 33. 00:03:17.880 --> 00:03:18.640 We'll happily show you how. 00:03:19.274 --> 00:03:20.174 All right, let's get to it. 00:03:20.174 --> 00:03:22.095 So what do you do when that door is about to close? 00:03:22.274 --> 00:03:25.424 Now, this video is somewhat similar to my other video. 00:03:25.424 --> 00:03:28.244 I didn't called the ten second pitch, but the difference is on the 00:03:28.244 --> 00:03:32.204 ten second pitch, which you can see that video on the card up here, the 00:03:32.204 --> 00:03:35.654 difference is those folks have given you a countdown timer and they're 00:03:35.654 --> 00:03:37.214 basically saying, give me what you got. 00:03:37.220 --> 00:03:41.084 This scenario is different because that homeowner is just trying to 00:03:41.084 --> 00:03:42.315 shoo you away with the body language. 00:03:42.315 --> 00:03:42.734 Closing that. 00:03:43.470 --> 00:03:47.760 So the concepts are similar, but there's a difference, and here's what that is. 00:03:48.300 --> 00:03:51.300 When we have that door closing in our face, we need to open 00:03:51.300 --> 00:03:52.530 up with this one sentence. 00:03:52.530 --> 00:03:54.540 I'm gonna tell you what that sentence is in just a second. 00:03:54.840 --> 00:03:58.620 The reason we jump into this is it tells that homeowner, I respect 00:03:58.620 --> 00:04:02.550 your time and I'm gonna get down to business, and will often just buy 00:04:02.550 --> 00:04:04.500 you just that little bit of a micro. 00:04:05.459 --> 00:04:08.549 To get into it because if you don't, you're not getting any words 00:04:08.549 --> 00:04:09.600 out cuz they're closing the door. 00:04:09.600 --> 00:04:13.140 But if you use this quick one liner and there's an adjustment to it, that's 00:04:13.144 --> 00:04:17.310 optional, which I'll share with you in a second, it can buy you time. 00:04:17.550 --> 00:04:18.930 So they'll hear you out. 00:04:19.230 --> 00:04:23.340 Now before I teach you this one liner, I wanna just do a quick refresher on 00:04:23.344 --> 00:04:28.890 the slap formula S Say Hi, break the ice L let 'em know why you're showing. 00:04:29.700 --> 00:04:31.200 And make it familiar to their neighborhood. 00:04:31.200 --> 00:04:33.869 Whether you left someone's house, you drove by, you saw something, 00:04:34.140 --> 00:04:36.900 installs going on next week, installs going on today, you did the roof 00:04:36.900 --> 00:04:38.039 last week, whatever the reason is. 00:04:38.310 --> 00:04:41.580 Then we a ask an open-ended question. 00:04:42.120 --> 00:04:44.610 And then we wrap it up with the P, which is presenting to their answer 00:04:44.610 --> 00:04:46.080 based on where they are in the process. 00:04:46.440 --> 00:04:49.860 So with this whole combination, everything stays the same except one 00:04:49.865 --> 00:04:51.659 thing, and that's the S, we ditch it. 00:04:51.840 --> 00:04:55.020 We're not gonna build rapport, we're not gonna talk about who we are. 00:04:55.080 --> 00:04:57.420 We're not gonna do an icebreaker, we're jumping right into the 00:04:57.420 --> 00:04:58.710 L with this transition work. 00:04:58.800 --> 00:05:01.260 And here's that transition line that I, excuse me, not word line. 00:05:01.620 --> 00:05:03.719 The transition line that I told you you need to start with is, 00:05:03.960 --> 00:05:05.460 I'll cut right to the chase. 00:05:05.730 --> 00:05:08.280 When that door starts closing, you say, Hey, listen, I'll cut right to. 00:05:09.405 --> 00:05:10.815 And then we go into your l. 00:05:10.844 --> 00:05:13.065 The reason I'm sat by, I just left Peggy's house. 00:05:13.125 --> 00:05:15.525 I just got her roof approved for hail damage. 00:05:15.705 --> 00:05:17.385 And while I was in the neighborhood, notice your roof's about the 00:05:17.385 --> 00:05:19.755 same age was just asking where are you at in the process? 00:05:20.354 --> 00:05:21.164 There it is. 00:05:21.434 --> 00:05:23.895 If you're on retail, hey, I'll cut right to the chase. 00:05:23.955 --> 00:05:26.205 The reason I'm sat by, we're doing Peggy's roof next week. 00:05:26.325 --> 00:05:30.075 She chose us to re, to replace her roof due to it being about 25 years old. 00:05:30.224 --> 00:05:32.924 I recognize your roof's about the exact same age might even 00:05:32.924 --> 00:05:34.034 look like the same shingle. 00:05:34.275 --> 00:05:37.215 When was the last time you had routine maintenance conducted on your. 00:05:37.919 --> 00:05:40.169 And there's your open end question, or when was the last time your 00:05:40.169 --> 00:05:42.450 roof was inspected and you had routine maintenance conducted? 00:05:43.080 --> 00:05:47.280 Any time that we deal with someone who's about to close the door, what do we say? 00:05:47.969 --> 00:05:49.229 I'll cut right to the chase. 00:05:49.320 --> 00:05:53.130 Now listen, if you wanna make this even nicer, if you feel that it'll 00:05:53.130 --> 00:05:55.140 work, you can say, I respect your time. 00:05:55.145 --> 00:05:56.250 I'll cut right to the chase. 00:05:56.460 --> 00:06:00.239 Now, sometimes you don't have enough time to say, I respect your time, but the 00:06:00.239 --> 00:06:03.870 reason I wanted to give you that little bonus word to add in is sometimes it. 00:06:04.500 --> 00:06:07.650 It makes this homeowner feel heard and respected, and it makes this 00:06:07.650 --> 00:06:10.680 homeowner say, Hey, he respects my time, so he's gonna be quick. 00:06:11.039 --> 00:06:12.780 All right, I'll give him a second. 00:06:13.080 --> 00:06:14.310 So there you have it. 00:06:14.430 --> 00:06:16.890 The next time that a door is about to close in your 00:06:16.890 --> 00:06:17.700 face, what are you gonna say? 00:06:18.465 --> 00:06:21.104 I'll cut right to the chase, or, Hey, I respect your time. 00:06:21.104 --> 00:06:22.965 I'll cut right to the chase and then you're gonna pick up from 00:06:22.965 --> 00:06:25.815 that slap formula right at the L, letting him know why you're there. 00:06:25.875 --> 00:06:28.905 Hey, the reason I stopped by, I was driving by and I realized this, 00:06:29.025 --> 00:06:31.515 the reason I'm stopping by, we are doing Peggy's roof next week. 00:06:31.664 --> 00:06:34.094 The reason I'm stopping by Peggy just chose us to do her roof. 00:06:34.245 --> 00:06:37.245 The reason I'm stopping by, we just got Peggy's roof to choose approved. 00:06:37.575 --> 00:06:41.474 Whatever the case is, you now have a very simple framework to 00:06:41.474 --> 00:06:44.594 take those opportunities where the door is closing, right in your. 00:06:45.310 --> 00:06:49.720 And getting that homeowner to give you a chance to just listen, because at 00:06:49.720 --> 00:06:52.810 the end of the day, that is our mission in door-to-door sales is simply this. 00:06:52.990 --> 00:06:58.360 Start the conversation first, then get up on the roof, get inside the 00:06:58.360 --> 00:07:00.550 house, present and close those deals. 00:07:00.914 --> 00:07:02.895 But again, we can't do that until we start that conversation. 00:07:02.895 --> 00:07:04.424 So have you tried this technique? 00:07:04.424 --> 00:07:04.844 Does it work? 00:07:04.844 --> 00:07:05.594 Does it not work? 00:07:05.775 --> 00:07:06.945 What else do you like to do? 00:07:06.945 --> 00:07:09.525 When someone's about to close the door in your face, drop a 00:07:09.525 --> 00:07:10.815 comment and share it with us. 00:07:10.875 --> 00:07:13.815 Now, that's all for this video, but just because your in my time here is about 00:07:13.815 --> 00:07:15.614 to wrap up doesn't mean it needs to. 00:07:15.885 --> 00:07:18.315 So if you haven't done it, hop into our free training center right 00:07:18.315 --> 00:07:21.974 here, or YouTube thinks you're really gonna like this video, and 00:07:21.974 --> 00:07:23.265 we'll see you on the next one.