WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.080 In this video, I'm going to be teaching you the three keys to ACE your pitch, and 00:00:04.080 --> 00:00:07.560 I'll be sharing the journey that I went through because truthfully, I only focused 00:00:07.560 --> 00:00:12.660 on the first one of these three keys and the other two evolved over time until 00:00:12.660 --> 00:00:17.370 I started to dedicate time to studying and mastering the craft so to speak. 00:00:17.610 --> 00:00:19.680 And this video is going to be applicative to you. 00:00:19.680 --> 00:00:20.640 If you're brand new. 00:00:21.095 --> 00:00:23.915 Or if you have 20 years sales experience, you're probably going to 00:00:23.915 --> 00:00:24.995 say, Hey, some of that makes sense. 00:00:24.995 --> 00:00:29.435 And I'm hoping each of you will grab one or two golden nuggets to start 00:00:29.435 --> 00:00:31.025 using right away on the very next sale. 00:00:31.025 --> 00:00:34.655 You run to connect on a deeper level and truly ACE your pitch. 00:00:34.685 --> 00:00:37.925 Now, before we get started, one thing I want to be clear of is 00:00:37.985 --> 00:00:40.925 I don't really believe there's such thing as mastery in sales. 00:00:41.255 --> 00:00:43.285 And the reason I say that is when we. 00:00:43.870 --> 00:00:47.200 Practice something we don't ever reach this level of proficiency where we hit 00:00:47.200 --> 00:00:48.490 this and be like, well, I'm good enough. 00:00:48.760 --> 00:00:54.490 And this goes to show in the Olympics and any professional athletics, whether it's 00:00:54.490 --> 00:00:59.140 the NFL or Olympic track athletes, you see these, these records, these world records 00:00:59.140 --> 00:01:00.610 getting broken over and over again. 00:01:00.610 --> 00:01:00.720 And. 00:01:01.680 --> 00:01:07.050 The practice using the latest, greatest technology, the latest, greatest learnings 00:01:07.050 --> 00:01:12.120 and discoveries, and they practice over and over and over and over again. 00:01:12.390 --> 00:01:15.630 And one thing that I see as one of the biggest mistakes that salespeople make 00:01:15.630 --> 00:01:17.160 is they say, Hey, I'm good enough. 00:01:17.280 --> 00:01:18.180 So I don't practice. 00:01:18.180 --> 00:01:19.620 I just show up in the real world. 00:01:19.860 --> 00:01:21.210 And when we show up in the real. 00:01:22.005 --> 00:01:25.994 When we're selling, this is the most high stakes because when we 00:01:25.994 --> 00:01:29.445 lose or we mess up, we're playing with our income, we're playing with 00:01:29.445 --> 00:01:30.854 the experience of our customers. 00:01:31.065 --> 00:01:36.585 So what we want to do is use role play as well as encounters in our day-to-day life, 00:01:36.615 --> 00:01:40.005 whether they're at the grocery store, returning items, if you're out shopping 00:01:40.185 --> 00:01:41.955 or dealing with customer service people. 00:01:42.225 --> 00:01:47.235 And it's a really fun way to engage people and practice these skills in 00:01:47.235 --> 00:01:48.765 what I'll call a low stakes environment. 00:01:48.765 --> 00:01:49.515 So we're here in the real world. 00:01:50.220 --> 00:01:51.780 It just simply works. 00:01:51.810 --> 00:01:53.460 So let's get to it first. 00:01:53.460 --> 00:01:55.170 Just want to say quick, welcome, or welcome back. 00:01:55.320 --> 00:01:58.320 My name is Adam Benjamin, the roof strategist, and everything I do here on 00:01:58.320 --> 00:02:01.920 this channel is designed to help you and your team smash your income goal and give 00:02:01.920 --> 00:02:03.840 every customer in amazing experience. 00:02:04.200 --> 00:02:08.039 And my mission is to help you have tiny breakthroughs that result in 00:02:08.039 --> 00:02:10.920 really massive growth, but giving you the resources that I wish I 00:02:10.920 --> 00:02:12.120 had when I got into the business. 00:02:12.420 --> 00:02:14.940 And it was earning $1,600 a month before going all in and 00:02:14.940 --> 00:02:16.830 being broke and made it happen. 00:02:16.830 --> 00:02:16.980 So. 00:02:17.700 --> 00:02:18.690 Really glad to have you here. 00:02:18.690 --> 00:02:19.710 And thanks for being here. 00:02:19.890 --> 00:02:21.720 If you liked this video, give it a thumbs up. 00:02:21.750 --> 00:02:23.490 And if you haven't subscribed, you know what to do. 00:02:24.030 --> 00:02:24.330 All right. 00:02:24.330 --> 00:02:25.830 Three keys to ACE in your pitch. 00:02:25.830 --> 00:02:29.580 I want to break down these elements in order the order in which I learned 00:02:29.580 --> 00:02:32.970 them and the order in which I want to help you fast track this experience. 00:02:32.970 --> 00:02:35.910 And the first is the obvious one, which is the verbal is what. 00:02:36.620 --> 00:02:37.700 When we're pitching, right? 00:02:37.970 --> 00:02:39.200 Everyone focuses here. 00:02:39.200 --> 00:02:41.060 They want the perfect script, that talk track. 00:02:41.330 --> 00:02:44.300 You want to know exactly what to say when you're approaching the door. 00:02:44.420 --> 00:02:47.390 So you can stay quick on your feet that you're able to navigate 00:02:47.390 --> 00:02:49.100 whatever the customer throws at you. 00:02:49.370 --> 00:02:51.200 And this is in my world. 00:02:51.200 --> 00:02:53.720 What I teach oopsies, the formulas. 00:02:53.870 --> 00:02:56.960 So we have the slap formula for pitching at the door, say, hi. 00:02:57.875 --> 00:02:58.805 Let them know why you're there. 00:02:58.805 --> 00:03:00.965 Ask an open-ended question, present to their answer. 00:03:01.235 --> 00:03:05.045 We have the AR oh, formula for objection handling and the 00:03:05.045 --> 00:03:07.745 car park formula for closing. 00:03:08.015 --> 00:03:11.735 And by the way, all of these are included my entire training system, 00:03:11.765 --> 00:03:14.585 the all-in-one sales training sales strategy and sales system called 00:03:14.585 --> 00:03:15.845 the roofing sales success formula. 00:03:16.055 --> 00:03:17.045 So link in the description. 00:03:17.045 --> 00:03:17.885 Should you be interested? 00:03:18.575 --> 00:03:19.685 This is where everyone wants to start. 00:03:20.045 --> 00:03:20.705 What do I say? 00:03:21.125 --> 00:03:26.675 All right now what's funny about this is only like 10 to 30% of human community. 00:03:27.614 --> 00:03:33.315 Is verbal literal the words that are coming out 70 to 90% fall into 00:03:33.315 --> 00:03:39.795 these two other categories, which is tonality and body language, which I'm 00:03:39.795 --> 00:03:41.114 going to break down here in a second. 00:03:42.674 --> 00:03:45.435 Again, everybody's first place to start in. 00:03:45.435 --> 00:03:47.445 This is the right order to go through them. 00:03:47.475 --> 00:03:51.464 In my opinion, you have to learn this stuff in order first, 00:03:51.464 --> 00:03:52.845 you have to learn what to say. 00:03:54.165 --> 00:03:58.275 Whether you're using your stuff, my stuff, a combo, I teach these formulas. 00:03:58.275 --> 00:04:01.305 And the reason I teach formulas is formulas are fluid. 00:04:01.335 --> 00:04:05.205 They can be adapted on the fly to meet the customer situation, 00:04:05.355 --> 00:04:09.885 to blend in your unique style and flair culture personality. 00:04:10.185 --> 00:04:14.445 But what they do is allow you to knock down the right Domino's in the 00:04:14.445 --> 00:04:16.155 right order in order to get the sale. 00:04:16.614 --> 00:04:19.164 And so many people fall into this business who are quote, 00:04:19.164 --> 00:04:20.364 unquote, good with people, right? 00:04:20.364 --> 00:04:24.745 They're natural conversationalist and make friends easy, but they often talk 00:04:24.745 --> 00:04:28.825 themselves out of sales or simply can't talk their way into a sale, by the way, 00:04:29.005 --> 00:04:30.984 I'm guilty as charged of doing both. 00:04:31.015 --> 00:04:33.174 When I got into the business, I'm like, I do well with people, 00:04:33.354 --> 00:04:34.525 but I couldn't close deals. 00:04:34.645 --> 00:04:38.484 So that's why having the right verbal track or script or formula. 00:04:38.484 --> 00:04:41.455 And by the way, I'm not really a word for word script kind of guy. 00:04:41.695 --> 00:04:43.015 I believe in formulas. 00:04:43.284 --> 00:04:44.724 There's a little big reasons. 00:04:45.700 --> 00:04:48.490 In this storm game, there's seven different scenarios we 00:04:48.490 --> 00:04:49.840 need to pitch to in the retail. 00:04:49.840 --> 00:04:50.530 There's four. 00:04:50.740 --> 00:04:54.760 So having a word for word script just doesn't apply to the real world. 00:04:55.060 --> 00:04:56.590 And that's why I teach these formulas. 00:04:56.590 --> 00:04:59.830 So first we have to start off on the verbal in async what you're going to 00:04:59.830 --> 00:05:01.900 say in the, in the main categories. 00:05:01.900 --> 00:05:04.930 And these are the main three that I see it's presenting at the door, the 00:05:04.930 --> 00:05:08.230 slat formula, objection, handling the air of formula, and then presenting a 00:05:08.240 --> 00:05:09.790 closing, which is the car park formula. 00:05:09.850 --> 00:05:12.850 So we have to get those fundamentals down next. 00:05:12.910 --> 00:05:14.230 We need to move on to tonality. 00:05:15.675 --> 00:05:18.615 You'll notice tonality is before body language. 00:05:18.705 --> 00:05:19.575 Now, why is this? 00:05:19.845 --> 00:05:24.135 Because the tone in which we speak will greatly impact the message. 00:05:24.135 --> 00:05:29.385 It will greatly impact how the story feels and when it comes down to it, 00:05:29.685 --> 00:05:34.695 our number one mission in sales is to guide the feeling, to create the 00:05:34.695 --> 00:05:39.915 feeling for our customer to be heard, understood, and then guided to taking 00:05:39.915 --> 00:05:41.145 the action that we know in our heart. 00:05:41.940 --> 00:05:42.810 Is best for them. 00:05:43.229 --> 00:05:45.390 Now I want to pause and I want to ask you a question right now. 00:05:45.840 --> 00:05:49.229 Do you believe in your heart of hearts, that you are the best 00:05:49.229 --> 00:05:52.919 choice for that customer to work with someone who cares about them? 00:05:52.919 --> 00:05:54.840 Someone who's going to do the right thing and stand behind their work. 00:05:56.250 --> 00:05:57.239 Now I'm hoping. 00:05:57.270 --> 00:05:59.820 And I'm guessing that you're saying, of course it is. 00:06:00.179 --> 00:06:04.169 And the reason I say that is because it becomes now your ethical duty and 00:06:04.169 --> 00:06:08.580 responsibility to communicate clearly into when the business and tonality 00:06:08.580 --> 00:06:10.559 changes feeling like you wouldn't believe. 00:06:11.070 --> 00:06:15.390 Like when you watch a, uh, TV series. 00:06:15.390 --> 00:06:17.430 I was just watching first 48 with Sheena. 00:06:17.470 --> 00:06:20.610 The other day, we were laying in bed and watching, we love the 00:06:20.610 --> 00:06:24.510 true crime stuff and you hear the narrator and he talks very slow. 00:06:24.660 --> 00:06:27.180 It's a super heavy cadence and the tonality. 00:06:27.420 --> 00:06:30.780 It's very somber because they're talking about people who've been murdered. 00:06:31.110 --> 00:06:31.410 Right? 00:06:31.620 --> 00:06:34.890 Meanwhile, you jump on the cartoons and everyone was talking about in a weird 00:06:34.890 --> 00:06:38.490 voice like this, and it's like happy and playful and funny and all that changes. 00:06:38.490 --> 00:06:42.090 If you read the script word for word, there's not much emotion behind it. 00:06:42.810 --> 00:06:45.150 Until it's supercharged with the tonality. 00:06:45.390 --> 00:06:49.860 So when we learn to play with our tonality, we can use intonations. 00:06:50.070 --> 00:06:51.810 We can change our cadence. 00:06:52.110 --> 00:06:56.610 We can change the way our voice sounds in all of this will change the meaning in 00:06:56.610 --> 00:07:02.610 how our message is being heard, connected with and understood with our customer, 00:07:02.640 --> 00:07:04.170 or hopefully soon to be customer. 00:07:04.469 --> 00:07:07.590 So playing with your tonality, using pause. 00:07:08.370 --> 00:07:13.170 They draw people in going from really exciting to making people feel heard 00:07:13.170 --> 00:07:15.930 and understood to being someone who's speaking out of authority 00:07:15.930 --> 00:07:18.090 saying, this is exactly what you need to do and how it's going to go. 00:07:18.599 --> 00:07:22.140 And all of this changes just by changing our tone, which 00:07:22.140 --> 00:07:23.849 leaves us to the last piece. 00:07:23.880 --> 00:07:26.280 And by the way, this body language thing we lose. 00:07:26.610 --> 00:07:27.150 If we're not selling. 00:07:28.275 --> 00:07:31.065 So if you're tuning into the podcast, for example, and you're hearing this, 00:07:31.275 --> 00:07:32.625 you can't see what my hands are doing. 00:07:32.865 --> 00:07:34.875 All you can hear is the tonality. 00:07:35.145 --> 00:07:39.465 And that's why I believe you need to focus on the top two first to build 00:07:39.465 --> 00:07:42.615 these fundamentals, because if you're ever selling over the phone, if you're 00:07:42.615 --> 00:07:45.585 following up with customers, having this tonality is going to be far more 00:07:45.585 --> 00:07:47.145 valuable than the body language piece. 00:07:47.414 --> 00:07:48.044 And I'll be honest. 00:07:48.630 --> 00:07:50.670 I went through this and the other order I started on my 00:07:50.670 --> 00:07:52.260 verbal and then my body language. 00:07:52.409 --> 00:07:53.730 And then my tonality. 00:07:53.969 --> 00:07:54.480 Why? 00:07:54.659 --> 00:07:57.690 Because I didn't really know about how significant the tonality was. 00:07:57.690 --> 00:08:00.599 And again, this is these two represent the tonality of battling 00:08:00.599 --> 00:08:03.810 with 70 to 90% of our communication, depending on the studies you see. 00:08:04.230 --> 00:08:07.650 So the body language will be how your customer feels. 00:08:08.430 --> 00:08:09.630 Connecting with you. 00:08:09.900 --> 00:08:11.460 This has to do with your gestures. 00:08:11.460 --> 00:08:13.830 And I'm gonna put myself in the hot seat, go back and look 00:08:13.830 --> 00:08:15.540 at some of my older videos. 00:08:15.630 --> 00:08:18.390 I've come a long way and it's through repetition. 00:08:18.600 --> 00:08:21.120 You'll see that a very straight face in my older videos. 00:08:21.120 --> 00:08:23.040 I want you to know that I know what I'm talking about. 00:08:23.190 --> 00:08:25.110 I'm a little bit spastic in some other videos. 00:08:25.110 --> 00:08:26.970 Cause I started to be more confident and have some energy, 00:08:27.360 --> 00:08:33.030 but ultimately what comes across as confident is communicating. 00:08:33.929 --> 00:08:38.250 Having your hands in the right position, blading your stance to be non-threatening 00:08:38.580 --> 00:08:43.470 using facial cues, eyebrow flashes, chin raises, where you're lifting your head 00:08:43.470 --> 00:08:48.600 up and using these sweeping calm gestures that show that, you know, what's going 00:08:48.600 --> 00:08:50.520 on versus being like a spastic squirrel. 00:08:50.820 --> 00:08:53.160 And you'll see this as you communicate with people, people that 00:08:53.160 --> 00:08:56.850 are calm and confident, they use these big wide sweeping gestures. 00:08:57.090 --> 00:08:58.800 Their hands are clearly visible. 00:08:59.040 --> 00:08:59.540 They're not. 00:09:01.455 --> 00:09:03.705 Likewise, watch the squirrelly as people. 00:09:04.560 --> 00:09:06.420 They just don't seem trustworthy. 00:09:06.870 --> 00:09:11.100 And when we become aware of how people perceive us, we then become more in 00:09:11.100 --> 00:09:13.440 control of the messages that we send. 00:09:13.830 --> 00:09:16.920 And at the end of the day, the verbal messages that tonality and 00:09:16.920 --> 00:09:21.000 body language, all come together to signal to our customers. 00:09:21.360 --> 00:09:22.530 This is trustworthy. 00:09:22.860 --> 00:09:24.720 This person is confident. 00:09:25.200 --> 00:09:29.100 They're hearing you and they're guiding you with their authority and expertise. 00:09:29.550 --> 00:09:30.450 So my message to. 00:09:31.290 --> 00:09:33.570 Is to practice these three in this order. 00:09:34.200 --> 00:09:37.170 If you want play with this, when you're the tonality and body. 00:09:38.235 --> 00:09:43.725 When you're meeting the, uh, waitress or waiter at the restaurant, or when you're 00:09:43.725 --> 00:09:47.355 dealing with a customer service issue or checking out with your groceries, simply 00:09:47.355 --> 00:09:50.895 acknowledging people by name and just seeing how quickly you can get them to 00:09:50.895 --> 00:09:52.815 soften and have a conversation with you. 00:09:53.055 --> 00:09:57.615 This is how I practice in the day to day, and I especially love doing it when I'm 00:09:57.615 --> 00:09:58.995 waiting in line at the grocery store. 00:09:58.995 --> 00:10:00.915 And I see that the clerk is in a really grumpy mood. 00:10:00.915 --> 00:10:04.005 You can tell that had a bad day and I just go in there and I say, I want 00:10:04.005 --> 00:10:05.295 to see if I can make them smile. 00:10:05.625 --> 00:10:06.165 That to me. 00:10:06.635 --> 00:10:08.165 Is the number one sales skill. 00:10:08.195 --> 00:10:12.485 How do I just completely transform this person's experience by the 00:10:12.485 --> 00:10:15.965 radiant energy that I can give them and make them feel heard and understood 00:10:15.965 --> 00:10:20.075 even something like seeing their name, John man, that last person. 00:10:20.135 --> 00:10:21.755 I'm sorry that I gave you such a hard time, man. 00:10:21.845 --> 00:10:24.365 I hope I hope you have a better experience working with me and give 00:10:24.365 --> 00:10:27.695 a little smile and an eyebrow flash and all these little times that 00:10:27.695 --> 00:10:28.925 you practice, they mean nothing. 00:10:30.330 --> 00:10:34.110 But you begin to develop mastery in your tonality and your body language. 00:10:34.110 --> 00:10:35.970 And again, mastery being used loosely. 00:10:36.270 --> 00:10:37.050 So there you have it. 00:10:37.410 --> 00:10:40.650 And if you want some additional help, of course, I can help you do this. 00:10:40.650 --> 00:10:43.530 By the way, I have a program called the roofing sales success formula. 00:10:43.800 --> 00:10:44.610 That includes the. 00:10:45.195 --> 00:10:48.975 Piece or learning the slap formula aro and the car park, my entire sales system, 00:10:49.275 --> 00:10:50.895 I cover tonality and body language. 00:10:50.895 --> 00:10:53.445 And the bonus sections may be honored to support you in doing that. 00:10:53.595 --> 00:10:55.095 There's a link in the description below. 00:10:55.455 --> 00:10:57.375 You can always call our texts, our team as well. 00:10:57.435 --> 00:11:01.395 It's 3 0 3 2 2 2 71 33. 00:11:01.395 --> 00:11:03.495 And I've got the number here written up on the screen. 00:11:03.855 --> 00:11:05.775 Uh, last thing as we wrap up this. 00:11:06.705 --> 00:11:09.615 If I miss anything, I'd love for you to drop a comment and share 00:11:09.615 --> 00:11:12.435 with me what I should add in the next video about AC in your pitch. 00:11:12.435 --> 00:11:14.475 Are there elements that should be in here that aren't? 00:11:14.955 --> 00:11:18.405 So just because our time here is about to wrap up doesn't mean your and my time 00:11:18.405 --> 00:11:22.185 has to, if you want specific playlists that are a hundred percent free, you 00:11:22.185 --> 00:11:23.535 can download a free copy of my pitch. 00:11:23.535 --> 00:11:25.635 Like a pro roofing sales training video library right here. 00:11:25.875 --> 00:11:27.585 I've got a playlist on body language. 00:11:27.735 --> 00:11:30.075 I've done videos on tonality, have a playlist on objection, 00:11:30.075 --> 00:11:31.125 handling, pitching and closing. 00:11:31.155 --> 00:11:33.255 You can get that right here or YouTube thinks. 00:11:33.964 --> 00:11:34.535 This video. 00:11:34.744 --> 00:11:35.494 Thanks for joining me. 00:11:35.525 --> 00:11:37.055 And I will see you again very soon.