WEBVTT NOTE This file was generated by Descript 00:00:00.630 --> 00:00:04.380 Tie downs in sales are one of the most common tactics taught to get 00:00:04.380 --> 00:00:05.940 yes agreements from customers. 00:00:06.210 --> 00:00:10.050 And in my opinion, which I'm gonna tell you now through this disclaimer is not 00:00:10.050 --> 00:00:13.920 popular opinion, and many people will not agree with my viewpoints in this video. 00:00:14.130 --> 00:00:15.150 That is okay. 00:00:15.450 --> 00:00:18.690 I actually invite and encourage disagreements and conversation in the 00:00:18.690 --> 00:00:21.750 comments section to help you strengthen your position, cuz at the end of the 00:00:21.750 --> 00:00:23.670 day you gotta do what works for you. 00:00:23.880 --> 00:00:25.350 So in this video I'm gonna be breaking. 00:00:25.715 --> 00:00:31.205 Tiedowns the weak versus strong tiedowns when to use them and how to use them. 00:00:31.445 --> 00:00:34.864 And before we get started for anyone who might be newer in sales or newer to 00:00:34.870 --> 00:00:39.665 the roofing industry, and you don't know what a tiedown is, a tiedown is a micro 00:00:39.665 --> 00:00:44.075 commitment where you are getting a yes or an agreement throughout the sales process 00:00:44.254 --> 00:00:48.754 that indicates to you that that customer is following along and literally bought in 00:00:48.754 --> 00:00:52.295 and agreeing with everything you have to say, essentially mirroring back to them. 00:00:52.385 --> 00:00:54.545 Here's what's so amazing about what I can do for you. 00:00:55.025 --> 00:00:55.745 Yeah, it is. 00:00:55.805 --> 00:00:58.625 And then now all of a sudden that homeowner is yes, nodding and they're 00:00:58.625 --> 00:00:59.975 butt in, and they're agreeing with you. 00:01:00.095 --> 00:01:03.035 And the theory is you do this enough, that when you get to that final ask 00:01:03.185 --> 00:01:06.365 people can't help but say, oh my gosh, you are just so amazing and brilliant. 00:01:06.365 --> 00:01:06.995 Where do I sign? 00:01:07.085 --> 00:01:08.975 And that's kind of the philosophy of how it's sold. 00:01:08.975 --> 00:01:12.995 And I know, I know that was a bit dramatic, but I keep finding in my 00:01:13.025 --> 00:01:17.225 own experience, seeing through a sales process, do you know what I mean by that? 00:01:17.225 --> 00:01:20.015 Seeing through a sales process, when you go through an experience and you 00:01:20.015 --> 00:01:22.145 just feel like you're being sold, you. 00:01:22.555 --> 00:01:24.325 You can pinpoint they're doing this. 00:01:24.415 --> 00:01:27.685 They're trying to manipulate that this doesn't feel natural, organic. 00:01:27.865 --> 00:01:31.765 That's what I mean by feeling or picking apart that sales process or that 00:01:32.095 --> 00:01:33.865 what's being trained the salesperson. 00:01:34.075 --> 00:01:36.025 And it doesn't feel good. 00:01:36.145 --> 00:01:39.625 In fact, Sheena, my wife and I have sat through sales appointments and she'll 00:01:39.625 --> 00:01:40.825 literally like, nudge me under the table. 00:01:40.825 --> 00:01:42.175 Like here we go again with his yes. 00:01:42.175 --> 00:01:43.075 Track of nonsense. 00:01:43.255 --> 00:01:44.665 So you guys would really like this wouldn. 00:01:45.119 --> 00:01:46.770 You think this would really make your lives better? 00:01:46.830 --> 00:01:48.660 You think that your home value would go up? 00:01:48.660 --> 00:01:49.380 Do you agree? 00:01:49.619 --> 00:01:53.940 All these things sitting through cheesy solar proposals and furniture, 00:01:53.940 --> 00:01:55.770 sales, car sales, you name it. 00:01:56.130 --> 00:01:58.800 So I really wanna break down the core concept. 00:01:58.804 --> 00:02:00.000 What is it tie down? 00:02:00.149 --> 00:02:01.590 How do we use it effectively? 00:02:01.620 --> 00:02:03.660 And then where do people go wrong? 00:02:03.660 --> 00:02:06.780 Where it becomes cheesy, where people feel like they're being sold and can kind 00:02:06.780 --> 00:02:12.630 of sniff through it, especially because today's modern age, home, uh, buyer. 00:02:13.155 --> 00:02:14.864 Is smarter than ever before. 00:02:14.894 --> 00:02:17.954 They've been exposed to more sales and more sales tactics than ever before. 00:02:17.954 --> 00:02:19.965 So we have to be a bit more. 00:02:20.549 --> 00:02:21.240 Authentic. 00:02:21.240 --> 00:02:24.780 And we have to have a deeper understanding of the psychology so 00:02:24.780 --> 00:02:29.160 we can integrate it in a more subtle way, but an even more powerful way. 00:02:29.340 --> 00:02:30.420 Thanks for joining me today. 00:02:30.450 --> 00:02:31.079 My name is Adam. 00:02:31.109 --> 00:02:33.780 Bessman the roof strategist and everything I do here on this channel 00:02:33.810 --> 00:02:37.769 and my podcast and in my roofing sales success formula, which is being 00:02:37.775 --> 00:02:41.609 used by thousands and thousands and thousands of people in every us state. 00:02:42.090 --> 00:02:45.390 Is designed to help you and your team smash your income goal and give 00:02:45.390 --> 00:02:47.700 every customer an amazing experience. 00:02:47.880 --> 00:02:50.460 So to help you out on that journey, if you haven't yet done it, head on 00:02:50.460 --> 00:02:51.780 over to the roof, strategist.com. 00:02:51.780 --> 00:02:54.510 Right now there's a link in the video description and you can download a free 00:02:54.510 --> 00:02:57.750 copy of my pitch, like a pro roofing sales training video library to get instant 00:02:57.755 --> 00:03:01.650 access to every video I've ever done, organized by category for easy binging 00:03:02.060 --> 00:03:03.510 training and sharpening your sales skills. 00:03:03.810 --> 00:03:06.269 All right, now let's get back to it. 00:03:06.540 --> 00:03:09.600 We're gonna talk tie downs week versus strong let's first hit the week. 00:03:09.840 --> 00:03:10.740 This is. 00:03:11.295 --> 00:03:11.835 Here we go. 00:03:11.865 --> 00:03:12.855 Weak tie downs. 00:03:13.125 --> 00:03:16.275 These are what I'll classify as the obligatory. 00:03:16.275 --> 00:03:16.845 Yes. 00:03:16.995 --> 00:03:17.295 Okay. 00:03:17.595 --> 00:03:21.855 So a lot of times people will use, uh, questions like this. 00:03:22.095 --> 00:03:22.965 Here's an example. 00:03:23.295 --> 00:03:26.175 I show up at the house, we're doing a presentation about water filtration. 00:03:26.385 --> 00:03:29.625 So you'd agree that drinking clean water is safer for your health. 00:03:30.195 --> 00:03:31.245 Oh, yeah, it is. 00:03:31.425 --> 00:03:35.055 And you'd rather drink, uh, reverse osmosis water than 00:03:35.055 --> 00:03:36.705 chlorinated chemical water, right? 00:03:36.915 --> 00:03:37.485 Oh yeah. 00:03:37.515 --> 00:03:37.725 Yeah. 00:03:37.730 --> 00:03:38.145 I would. 00:03:38.205 --> 00:03:41.355 And you'd agree that there's really no cost for your family's 00:03:41.355 --> 00:03:42.435 health and wellness, right? 00:03:42.615 --> 00:03:43.245 Oh, of course. 00:03:43.250 --> 00:03:43.515 Yes. 00:03:43.665 --> 00:03:47.415 So you'd, again, you're seeing this, this like idiotic track of 00:03:47.415 --> 00:03:51.255 putting words in someone's mouth they're obligatory yeses that no one 00:03:51.255 --> 00:03:53.115 could say no to such a statement. 00:03:54.434 --> 00:03:58.605 Tie down attempts throughout the sales process are incredibly weak. 00:03:58.725 --> 00:04:03.105 They insult people's intelligence and then homeowners feel it because they're like, 00:04:03.315 --> 00:04:04.725 well, why the hell are you asking me? 00:04:04.725 --> 00:04:05.505 If I agree? 00:04:05.654 --> 00:04:06.945 The answer is obvious. 00:04:06.950 --> 00:04:10.065 I would be like, Nope, I'd prefer brown stagnant water with. 00:04:10.345 --> 00:04:13.105 You know, fly larva floating on the surface. 00:04:13.165 --> 00:04:14.484 No, no, one's gonna say that. 00:04:14.665 --> 00:04:19.735 So these weak obligatory yeses in these tiedowns really just in my 00:04:19.735 --> 00:04:25.255 opinion, are more harmful than helpful next on the weak tiedown I am gonna 00:04:25.255 --> 00:04:26.935 have what I'll call a statement. 00:04:26.940 --> 00:04:30.385 Tiedown and I've seen people use these specifically at 00:04:30.385 --> 00:04:31.885 the end of a sales process. 00:04:32.125 --> 00:04:34.645 So you see the value in how we can help you do this. 00:04:35.830 --> 00:04:36.050 Huh? 00:04:36.090 --> 00:04:36.570 Yes. 00:04:36.630 --> 00:04:40.830 So you see how important it is for us to be on your side, through this process. 00:04:40.890 --> 00:04:41.430 Right? 00:04:41.640 --> 00:04:46.830 So those type of statement tiedowns are forceful that we are forcing our opinion. 00:04:47.010 --> 00:04:49.380 You know, this you've told me this before. 00:04:49.650 --> 00:04:51.210 Please agree with me again. 00:04:51.540 --> 00:04:55.530 That's what comes across and yes, I know I'm animated, I'm dramatic, but 00:04:55.530 --> 00:04:59.070 I'm trying to get that point across to you of how it feels to be on the 00:04:59.070 --> 00:05:02.430 receiving end of a statement, tie down where you're being command. 00:05:02.900 --> 00:05:06.320 Of a viewpoint, a reminded of something you said, well, before we were talking, 00:05:06.350 --> 00:05:09.620 you understood why you'd wanna own your electricity and not rent it. 00:05:10.260 --> 00:05:12.870 By the way, classic solar tiedown all right. 00:05:12.870 --> 00:05:16.740 Using this statement and using words that they've used previously, especially 00:05:16.740 --> 00:05:18.270 when that was also a leading statement. 00:05:18.270 --> 00:05:20.490 Like, would you rather own or rent your electric? 00:05:20.495 --> 00:05:21.180 I'd rather own it. 00:05:21.270 --> 00:05:23.700 So you'd agree before that you'd rather own your electric than rent it. 00:05:23.700 --> 00:05:24.090 Yes. 00:05:24.180 --> 00:05:24.510 Yes. 00:05:24.510 --> 00:05:26.610 And that's part of these tiedowns that people use. 00:05:26.790 --> 00:05:29.460 And again, you're using both the obligatory. 00:05:29.460 --> 00:05:29.880 Yes. 00:05:30.000 --> 00:05:31.530 You're putting words in people's mouths. 00:05:31.770 --> 00:05:33.660 And then the statement tie down is darn. 00:05:34.289 --> 00:05:35.070 Forceful. 00:05:35.159 --> 00:05:40.120 So there's how I believe that tiedowns are more detrimental than helpful. 00:05:40.755 --> 00:05:44.085 And now you're probably thinking, well, Adam, if you're such a, a wise 00:05:44.085 --> 00:05:47.174 guy, what are the best tie-downs now let's start with a disclaimer. 00:05:47.325 --> 00:05:50.685 When I say best, this means this is my opinion and my experience. 00:05:50.835 --> 00:05:52.905 This does not mean that I'm preaching the gospel. 00:05:53.114 --> 00:05:55.335 This does not mean that what works for me is gonna be the 00:05:55.335 --> 00:05:56.715 exact same thing that you need. 00:05:56.864 --> 00:05:57.794 So I want to give you this. 00:05:57.794 --> 00:05:58.335 Disclaimer. 00:05:58.600 --> 00:06:01.360 When I say the best that's what's worked for me and the many 00:06:01.360 --> 00:06:02.710 thousands of people I've trained. 00:06:02.800 --> 00:06:03.760 Do I have all the answers? 00:06:03.760 --> 00:06:04.060 No. 00:06:04.240 --> 00:06:05.170 Do I learn every day? 00:06:05.170 --> 00:06:05.590 You bet. 00:06:05.590 --> 00:06:06.070 I do. 00:06:06.250 --> 00:06:10.210 So if you disagree or agree, let's just keep it professional here where 00:06:10.215 --> 00:06:14.110 we can all benefit from each other, your disagreements and, and your 00:06:14.110 --> 00:06:15.370 things that you maybe agree on. 00:06:15.370 --> 00:06:16.540 Or maybe something I missed. 00:06:16.630 --> 00:06:18.430 So share those in the comments section below. 00:06:18.610 --> 00:06:22.960 But my final disclaimer is this experiment with everything you learn. 00:06:23.355 --> 00:06:26.415 That's the beauty of sales, prove it right or wrong for yourself in either way. 00:06:26.415 --> 00:06:27.675 It will strengthen your position. 00:06:27.945 --> 00:06:28.845 In the last piece. 00:06:28.875 --> 00:06:31.425 I know I've said final a few times, but I keep thinking of final, final 00:06:31.425 --> 00:06:33.105 things, and this is the final final one. 00:06:33.225 --> 00:06:34.335 And then we're gonna get to it. 00:06:34.845 --> 00:06:36.315 If it ain't broke, don't fix it. 00:06:36.525 --> 00:06:39.675 If what you're doing is leading to success, I'd be an absolute moron 00:06:39.675 --> 00:06:42.496 to tell you otherwise, fair enough disclaimers aside so we can get into it. 00:06:42.914 --> 00:06:47.775 This is what I believe is the best tiedown and this is a bit more advanced to teach. 00:06:47.865 --> 00:06:51.765 So this is going to be a tiedown where we get the homeowner to 00:06:51.770 --> 00:06:53.115 continue selling themselves. 00:06:53.175 --> 00:06:56.925 So the weak tiedowns, all we're looking for really is a yes agreement. 00:06:56.930 --> 00:06:57.525 Come on, Penn. 00:06:57.525 --> 00:06:57.945 Here we go. 00:06:58.185 --> 00:06:59.174 Is a yes agreement. 00:06:59.174 --> 00:06:59.414 All right. 00:06:59.414 --> 00:07:00.435 That's that's really it. 00:07:00.495 --> 00:07:03.435 I just wanna get them saying yes, but what I view the best titles 00:07:03.435 --> 00:07:04.505 are is when we get the home. 00:07:05.085 --> 00:07:07.755 Get them selling themselves. 00:07:08.175 --> 00:07:08.655 Okay. 00:07:08.955 --> 00:07:10.185 Now what do I mean by this? 00:07:10.935 --> 00:07:11.955 I'm gonna show you an example. 00:07:11.955 --> 00:07:13.844 This is the outcome that we're looking for is getting them 00:07:13.844 --> 00:07:15.015 to sell your sell themselves. 00:07:15.225 --> 00:07:16.215 I don't care about a yes. 00:07:16.215 --> 00:07:17.355 I'm gonna give you the obligatory. 00:07:17.360 --> 00:07:17.594 Yes. 00:07:17.594 --> 00:07:21.045 If you ask for like clean drinking water, but if, if you said to me. 00:07:21.419 --> 00:07:25.619 If I said throughout the presentation, you know, Hey, I, I really would 00:07:25.619 --> 00:07:26.849 love that filtered water, man. 00:07:26.849 --> 00:07:28.919 The taste that comes outta my tap, Ugh. 00:07:29.099 --> 00:07:31.890 I would just absolutely love to not have to use my 00:07:31.890 --> 00:07:33.330 refrigerator each and every time. 00:07:33.630 --> 00:07:33.810 Okay. 00:07:33.815 --> 00:07:36.239 So if I said that and I'll bring this back to roofing in a second 00:07:36.450 --> 00:07:38.190 in a water filtration sale. 00:07:38.219 --> 00:07:42.960 And I said, I would love to not have to go to my fridge instead of that tie down. 00:07:44.370 --> 00:07:45.960 So you'd like clean water, right? 00:07:46.020 --> 00:07:46.410 Yes. 00:07:46.410 --> 00:07:47.640 That would be the weak tie down. 00:07:47.640 --> 00:07:49.320 That's taught in the mainstream. 00:07:49.350 --> 00:07:52.350 Instead, what I'm gonna do is repeat back what the customer told 00:07:52.355 --> 00:07:55.770 me in their words, with a question mark or an inflection at the end. 00:07:56.040 --> 00:07:58.410 So you'd really love to drink outta the sink and not go to the fridge. 00:07:59.250 --> 00:07:59.940 Do you see that? 00:07:59.940 --> 00:08:01.680 All I said is I repeated back. 00:08:01.680 --> 00:08:04.440 So you would like to do this without going to the fridge with 00:08:04.440 --> 00:08:05.820 an inflection and a question mark. 00:08:06.030 --> 00:08:06.930 Do you know what's gonna happen? 00:08:07.965 --> 00:08:13.425 The person who hears that it's an invitation to elaborate without even 00:08:13.425 --> 00:08:18.135 thinking twice that prospect me in this case would say, yeah, because my fridge 00:08:18.135 --> 00:08:23.145 tap runs so bloody slow that I have to sit there, open the fridge door, cuz 00:08:23.145 --> 00:08:24.945 by the way we did the water inside. 00:08:24.945 --> 00:08:27.375 So we'd say have more shelf space and have to stand there 00:08:27.375 --> 00:08:28.755 in the freezing cold fridge. 00:08:28.970 --> 00:08:31.640 For about two minutes to fill a water bottle, that's a trickle 00:08:31.670 --> 00:08:33.740 and I absolutely can't stand it. 00:08:33.950 --> 00:08:35.060 So what did I just do? 00:08:35.300 --> 00:08:36.650 I sold myself. 00:08:36.650 --> 00:08:39.890 I continued to focus on my pain and frustration of dealing with 00:08:39.890 --> 00:08:41.330 the water and the refrigerator. 00:08:41.870 --> 00:08:44.420 So what's a better tiedown in this experience. 00:08:44.660 --> 00:08:46.670 So you'd really like to have more convenient water. 00:08:47.180 --> 00:08:47.780 Yes. 00:08:47.870 --> 00:08:50.000 Or getting that customer, like I just. 00:08:50.579 --> 00:08:53.069 Breaking down, everything in more detail. 00:08:53.219 --> 00:08:54.119 So there you have it. 00:08:54.329 --> 00:08:56.729 Let's break it down to, to different steps here. 00:08:56.910 --> 00:08:57.869 Step number one. 00:08:58.290 --> 00:08:58.560 Oops. 00:08:58.560 --> 00:08:58.890 Come on. 00:08:58.890 --> 00:08:59.189 Pen. 00:08:59.280 --> 00:09:03.329 Step number one is to repeat back what they said as a question. 00:09:03.660 --> 00:09:05.310 Repeat back. 00:09:06.060 --> 00:09:07.260 As a question. 00:09:07.260 --> 00:09:09.510 And I wanna give you a few examples in the roofing world. 00:09:09.660 --> 00:09:10.020 Okay. 00:09:10.380 --> 00:09:14.040 So if I said to a homeowner on a storm claim, Hey, you know what 00:09:14.045 --> 00:09:15.840 your roof is about 18 years old. 00:09:15.840 --> 00:09:19.860 And I recognize that we're kind of on this fringe, uh, in terms of damage 00:09:19.860 --> 00:09:24.240 that I would say it's, it's marginal, there's a chance it could get approved. 00:09:24.450 --> 00:09:24.990 There's a chance. 00:09:24.990 --> 00:09:26.310 It doesn't best case scenario though. 00:09:26.315 --> 00:09:29.340 You get a brand new roof, which you're going to need anyway. 00:09:29.340 --> 00:09:29.650 And it. 00:09:29.750 --> 00:09:32.600 Save you from coming out of pocket to pay for the whole thing yourself. 00:09:32.720 --> 00:09:35.360 So we could use this as an opportunity, you know, an 00:09:35.360 --> 00:09:39.290 unfortunate opportunity to turn a bad situation into a favorable outcome. 00:09:39.295 --> 00:09:41.390 Meaning you get a brand new roof, brand new warranty. 00:09:41.510 --> 00:09:45.200 We can pick new colors, you can upgrade the, the, the, the look 00:09:45.200 --> 00:09:46.430 of the home, the curb appeal. 00:09:46.460 --> 00:09:49.160 So when you drive into the driveway, you look up and you're like, I love it. 00:09:49.220 --> 00:09:53.780 And then the homeowner interjects and says, oh my gosh, I would love. 00:09:53.860 --> 00:09:55.090 To get a blue roof. 00:09:55.120 --> 00:09:58.990 I think that pop color would be absolutely beautiful in the neighborhood. 00:09:59.170 --> 00:10:01.690 The new paint we put on and the shutters would shine. 00:10:02.050 --> 00:10:04.900 And what am I gonna say instead of, so you'd like to get a new roof. 00:10:04.905 --> 00:10:06.580 Yeah, that's a weak tie down. 00:10:06.610 --> 00:10:06.880 I'm gonna say. 00:10:07.590 --> 00:10:08.880 So you'd like to go blue. 00:10:09.270 --> 00:10:10.170 Oh, blue. 00:10:10.170 --> 00:10:13.800 I love blue cuz no one else in the neighborhood has blue and 00:10:13.800 --> 00:10:15.390 the new shutters, the orange. 00:10:15.420 --> 00:10:18.900 Oh, it's gonna feel tropical and look so cool and fun and vibrant. 00:10:18.930 --> 00:10:23.400 And now this customer simply by repeating back, what they said is a question. 00:10:23.400 --> 00:10:26.550 So you like to go with the blue roof means they're gonna continue selling them. 00:10:26.665 --> 00:10:27.115 Selves. 00:10:27.324 --> 00:10:31.765 So to wrap this up, what you need to do is listen very closely for 00:10:31.765 --> 00:10:36.655 the exciting thing, that little emotional spark, that flies from the 00:10:36.655 --> 00:10:38.724 customer that they get excited about. 00:10:38.755 --> 00:10:40.525 Wait, you can handle the whole insurance process. 00:10:40.645 --> 00:10:41.875 Wait, we get a brand new warranty. 00:10:41.875 --> 00:10:46.584 Wait, we can pick a new color, anything that gets them excited. 00:10:46.645 --> 00:10:47.665 You get to lean. 00:10:48.719 --> 00:10:52.920 Rephrase it as a question with an inflection and watch as that customer 00:10:53.380 --> 00:10:57.030 continues to sell themselves and give you more and more information, 00:10:57.150 --> 00:11:01.349 that's gonna help you just dial your presentation to exactly what they want. 00:11:01.589 --> 00:11:05.640 So there you have it, my unpopular opinion on tie downs and how to 00:11:05.640 --> 00:11:09.479 use them agree or disagree, drop a comment in this comment section. 00:11:09.865 --> 00:11:10.915 Let's chat about it. 00:11:11.065 --> 00:11:12.985 And thank you again for joining me here today. 00:11:12.985 --> 00:11:15.355 If you haven't yet done it, I would love to make sure that 00:11:15.355 --> 00:11:17.155 you catch every new episode. 00:11:17.305 --> 00:11:18.655 We're putting on some new shorts as well. 00:11:18.660 --> 00:11:21.745 So hit subscribe to the channel so you don't miss a thing. 00:11:22.015 --> 00:11:24.535 And if you haven't yet done it, get your free copy of the pitch. 00:11:24.535 --> 00:11:26.545 Like a pro roofing sales training video library right here. 00:11:26.755 --> 00:11:28.435 And I will see you on the next one.