In this video, I'm going to be teaching you the three keys to ACE your pitch, and
I'll be sharing the journey that I went through because truthfully, I only focused
on the first one of these three keys and the other two evolved over time until
I started to dedicate time to studying and mastering the craft so to speak.
And this video is going to be applicative to you.
If you're brand new.
Or if you have 20 years sales experience, you're probably going to
say, Hey, some of that makes sense.
And I'm hoping each of you will grab one or two golden nuggets to start
using right away on the very next sale.
You run to connect on a deeper level and truly ACE your pitch.
Now, before we get started, one thing I want to be clear of is
I don't really believe there's such thing as mastery in sales.
And the reason I say that is when we.
Practice something we don't ever reach this level of proficiency where we hit
this and be like, well, I'm good enough.
And this goes to show in the Olympics and any professional athletics, whether it's
the NFL or Olympic track athletes, you see these, these records, these world records
getting broken over and over again.
And.
The practice using the latest, greatest technology, the latest, greatest learnings
and discoveries, and they practice over and over and over and over again.
And one thing that I see as one of the biggest mistakes that salespeople make
is they say, Hey, I'm good enough.
So I don't practice.
I just show up in the real world.
And when we show up in the real.
When we're selling, this is the most high stakes because when we
lose or we mess up, we're playing with our income, we're playing with
the experience of our customers.
So what we want to do is use role play as well as encounters in our day-to-day life,
whether they're at the grocery store, returning items, if you're out shopping
or dealing with customer service people.
And it's a really fun way to engage people and practice these skills in
what I'll call a low stakes environment.
So we're here in the real world.
It just simply works.
So let's get to it first.
Just want to say quick, welcome, or welcome back.
My name is Adam Benjamin, the roof strategist, and everything I do here on
this channel is designed to help you and your team smash your income goal and give
every customer in amazing experience.
And my mission is to help you have tiny breakthroughs that result in
really massive growth, but giving you the resources that I wish I
had when I got into the business.
And it was earning $1,600 a month before going all in and
being broke and made it happen.
So.
Really glad to have you here.
And thanks for being here.
If you liked this video, give it a thumbs up.
And if you haven't subscribed, you know what to do.
All right.
Three keys to ACE in your pitch.
I want to break down these elements in order the order in which I learned
them and the order in which I want to help you fast track this experience.
And the first is the obvious one, which is the verbal is what.
When we're pitching, right?
Everyone focuses here.
They want the perfect script, that talk track.
You want to know exactly what to say when you're approaching the door.
So you can stay quick on your feet that you're able to navigate
whatever the customer throws at you.
And this is in my world.
What I teach oopsies, the formulas.
So we have the slap formula for pitching at the door, say, hi.
Let them know why you're there.
Ask an open-ended question, present to their answer.
We have the AR oh, formula for objection handling and the
car park formula for closing.
And by the way, all of these are included my entire training system,
the all-in-one sales training sales strategy and sales system called
the roofing sales success formula.
So link in the description.
Should you be interested?
This is where everyone wants to start.
What do I say?
All right now what's funny about this is only like 10 to 30% of human community.
Is verbal literal the words that are coming out 70 to 90% fall into
these two other categories, which is tonality and body language, which I'm
going to break down here in a second.
Again, everybody's first place to start in.
This is the right order to go through them.
In my opinion, you have to learn this stuff in order first,
you have to learn what to say.
Whether you're using your stuff, my stuff, a combo, I teach these formulas.
And the reason I teach formulas is formulas are fluid.
They can be adapted on the fly to meet the customer situation,
to blend in your unique style and flair culture personality.
But what they do is allow you to knock down the right Domino's in the
right order in order to get the sale.
And so many people fall into this business who are quote,
unquote, good with people, right?
They're natural conversationalist and make friends easy, but they often talk
themselves out of sales or simply can't talk their way into a sale, by the way,
I'm guilty as charged of doing both.
When I got into the business, I'm like, I do well with people,
but I couldn't close deals.
So that's why having the right verbal track or script or formula.
And by the way, I'm not really a word for word script kind of guy.
I believe in formulas.
There's a little big reasons.
In this storm game, there's seven different scenarios we
need to pitch to in the retail.
There's four.
So having a word for word script just doesn't apply to the real world.
And that's why I teach these formulas.
So first we have to start off on the verbal in async what you're going to
say in the, in the main categories.
And these are the main three that I see it's presenting at the door, the
slat formula, objection, handling the air of formula, and then presenting a
closing, which is the car park formula.
So we have to get those fundamentals down next.
We need to move on to tonality.
You'll notice tonality is before body language.
Now, why is this?
Because the tone in which we speak will greatly impact the message.
It will greatly impact how the story feels and when it comes down to it,
our number one mission in sales is to guide the feeling, to create the
feeling for our customer to be heard, understood, and then guided to taking
the action that we know in our heart.
Is best for them.
Now I want to pause and I want to ask you a question right now.
Do you believe in your heart of hearts, that you are the best
choice for that customer to work with someone who cares about them?
Someone who's going to do the right thing and stand behind their work.
Now I'm hoping.
And I'm guessing that you're saying, of course it is.
And the reason I say that is because it becomes now your ethical duty and
responsibility to communicate clearly into when the business and tonality
changes feeling like you wouldn't believe.
Like when you watch a, uh, TV series.
I was just watching first 48 with Sheena.
The other day, we were laying in bed and watching, we love the
true crime stuff and you hear the narrator and he talks very slow.
It's a super heavy cadence and the tonality.
It's very somber because they're talking about people who've been murdered.
Right?
Meanwhile, you jump on the cartoons and everyone was talking about in a weird
voice like this, and it's like happy and playful and funny and all that changes.
If you read the script word for word, there's not much emotion behind it.
Until it's supercharged with the tonality.
So when we learn to play with our tonality, we can use intonations.
We can change our cadence.
We can change the way our voice sounds in all of this will change the meaning in
how our message is being heard, connected with and understood with our customer,
or hopefully soon to be customer.
So playing with your tonality, using pause.
They draw people in going from really exciting to making people feel heard
and understood to being someone who's speaking out of authority
saying, this is exactly what you need to do and how it's going to go.
And all of this changes just by changing our tone, which
leaves us to the last piece.
And by the way, this body language thing we lose.
If we're not selling.
So if you're tuning into the podcast, for example, and you're hearing this,
you can't see what my hands are doing.
All you can hear is the tonality.
And that's why I believe you need to focus on the top two first to build
these fundamentals, because if you're ever selling over the phone, if you're
following up with customers, having this tonality is going to be far more
valuable than the body language piece.
And I'll be honest.
I went through this and the other order I started on my
verbal and then my body language.
And then my tonality.
Why?
Because I didn't really know about how significant the tonality was.
And again, this is these two represent the tonality of battling
with 70 to 90% of our communication, depending on the studies you see.
So the body language will be how your customer feels.
Connecting with you.
This has to do with your gestures.
And I'm gonna put myself in the hot seat, go back and look
at some of my older videos.
I've come a long way and it's through repetition.
You'll see that a very straight face in my older videos.
I want you to know that I know what I'm talking about.
I'm a little bit spastic in some other videos.
Cause I started to be more confident and have some energy,
but ultimately what comes across as confident is communicating.
Having your hands in the right position, blading your stance to be non-threatening
using facial cues, eyebrow flashes, chin raises, where you're lifting your head
up and using these sweeping calm gestures that show that, you know, what's going
on versus being like a spastic squirrel.
And you'll see this as you communicate with people, people that
are calm and confident, they use these big wide sweeping gestures.
Their hands are clearly visible.
They're not.
Likewise, watch the squirrelly as people.
They just don't seem trustworthy.
And when we become aware of how people perceive us, we then become more in
control of the messages that we send.
And at the end of the day, the verbal messages that tonality and
body language, all come together to signal to our customers.
This is trustworthy.
This person is confident.
They're hearing you and they're guiding you with their authority and expertise.
So my message to.
Is to practice these three in this order.
If you want play with this, when you're the tonality and body.
When you're meeting the, uh, waitress or waiter at the restaurant, or when you're
dealing with a customer service issue or checking out with your groceries, simply
acknowledging people by name and just seeing how quickly you can get them to
soften and have a conversation with you.
This is how I practice in the day to day, and I especially love doing it when I'm
waiting in line at the grocery store.
And I see that the clerk is in a really grumpy mood.
You can tell that had a bad day and I just go in there and I say, I want
to see if I can make them smile.
That to me.
Is the number one sales skill.
How do I just completely transform this person's experience by the
radiant energy that I can give them and make them feel heard and understood
even something like seeing their name, John man, that last person.
I'm sorry that I gave you such a hard time, man.
I hope I hope you have a better experience working with me and give
a little smile and an eyebrow flash and all these little times that
you practice, they mean nothing.
But you begin to develop mastery in your tonality and your body language.
And again, mastery being used loosely.
So there you have it.
And if you want some additional help, of course, I can help you do this.
By the way, I have a program called the roofing sales success formula.
That includes the.
Piece or learning the slap formula aro and the car park, my entire sales system,
I cover tonality and body language.
And the bonus sections may be honored to support you in doing that.
There's a link in the description below.
You can always call our texts, our team as well.
It's 3 0 3 2 2 2 71 33.
And I've got the number here written up on the screen.
Uh, last thing as we wrap up this.
If I miss anything, I'd love for you to drop a comment and share
with me what I should add in the next video about AC in your pitch.
Are there elements that should be in here that aren't?
So just because our time here is about to wrap up doesn't mean your and my time
has to, if you want specific playlists that are a hundred percent free, you
can download a free copy of my pitch.
Like a pro roofing sales training video library right here.
I've got a playlist on body language.
I've done videos on tonality, have a playlist on objection,
handling, pitching and closing.
You can get that right here or YouTube thinks.
This video.
Thanks for joining me.
And I will see you again very soon.