WEBVTT NOTE This file was generated by Descript 00:00:00.360 --> 00:00:03.960 I'm gonna teach you the absolute secret that no one really talks 00:00:03.960 --> 00:00:08.189 about to overcoming any objection anytime, honestly, for any product 00:00:08.189 --> 00:00:13.350 you're ever selling, like an absolute boss, but not doing so from a place 00:00:13.350 --> 00:00:14.910 of ego, it's not the perfect a. 00:00:15.660 --> 00:00:16.470 Right hook. 00:00:16.470 --> 00:00:17.880 It's, that was actually my left hand. 00:00:18.060 --> 00:00:19.650 It's not the perfect left hook. 00:00:19.890 --> 00:00:21.690 It's not the perfect rebuttal. 00:00:21.690 --> 00:00:23.100 It's not the perfect one-liner. 00:00:23.100 --> 00:00:27.000 It's not about beating it or tackling it or doing any of that broy, chest bumpy 00:00:27.000 --> 00:00:30.060 stuff that you smash that objection out and you left the house with a deal. 00:00:30.540 --> 00:00:34.230 What I'm talking about doing is accomplishing the core mission of 00:00:34.235 --> 00:00:35.540 handling an objection, which is what? 00:00:36.389 --> 00:00:41.970 Keeping the conversation going and continuing to build strong rapport. 00:00:42.120 --> 00:00:44.610 A deep relationship in a relationship with your customer. 00:00:44.610 --> 00:00:47.610 Founded on authentic trust and my favorite. 00:00:48.300 --> 00:00:48.930 Comfort. 00:00:49.200 --> 00:00:51.750 So in this video, I'm gonna peel back to curtains and dive really 00:00:51.750 --> 00:00:55.920 deep into one element of my objection handling formula that is so 00:00:56.240 --> 00:00:58.230 critically important and often missed. 00:00:58.530 --> 00:00:59.370 So let's get to it. 00:00:59.550 --> 00:01:01.710 Uh, first I just wanna say welcome or welcome back. 00:01:01.769 --> 00:01:03.690 My name's Adam Binman, the roof strategist. 00:01:03.930 --> 00:01:07.020 I'm so glad to have you here because everything that I do here on my, my 00:01:07.020 --> 00:01:11.160 channel to my podcast and in our all in One sales system, by the way, it's 00:01:11.160 --> 00:01:14.925 currently being used by many, many, Thousands of people were in every 00:01:14.925 --> 00:01:18.855 single state in the us, even Canada and Australia, from tiny companies 00:01:18.855 --> 00:01:21.555 getting started to quite a few of the top hundred roofing companies. 00:01:21.915 --> 00:01:25.125 And it's structured for both storm and retail with separate talk tracks. 00:01:25.485 --> 00:01:29.025 So whether it's a YouTube channel or that, everything I do is for one simple mission 00:01:29.415 --> 00:01:33.195 to help you smash your income goal and give every customer an amazing experience. 00:01:33.195 --> 00:01:34.545 So appreciate you being here. 00:01:34.545 --> 00:01:36.525 And if you're new, uh, click the link below. 00:01:36.525 --> 00:01:38.325 You can get inside our brand new free training center. 00:01:38.565 --> 00:01:39.765 All right, now let's get to it. 00:01:39.765 --> 00:01:42.075 The secret, uh, to objection handling like a. 00:01:43.275 --> 00:01:46.335 The A R O formula is what I teach. 00:01:46.395 --> 00:01:48.025 You've probably seen me talk about it. 00:01:48.750 --> 00:01:53.460 In previous videos and if you or your team is using my full sales system, you'll 00:01:53.640 --> 00:01:58.050 hopefully have gone through my entire objection he strategy in much greater 00:01:58.050 --> 00:01:59.460 detail than what I can fit in this video. 00:01:59.460 --> 00:02:02.550 But I wanna highlight one thing for those that aren't familiar with the 00:02:02.555 --> 00:02:05.220 a r O formula, let's get Y to speed. 00:02:05.220 --> 00:02:05.670 My friend. 00:02:05.880 --> 00:02:07.230 Number one is acknowledged. 00:02:07.230 --> 00:02:09.240 This is repeating back what you heard from the customer. 00:02:09.480 --> 00:02:11.640 So in this video, I'm gonna use the example, I need to 00:02:11.640 --> 00:02:12.600 talk to my wife about it. 00:02:12.840 --> 00:02:15.320 So, Acknowledging that would mean Mr. 00:02:15.320 --> 00:02:15.770 Homeowner. 00:02:15.830 --> 00:02:18.350 I understand that you have to talk to your wife about it, right? 00:02:18.350 --> 00:02:19.520 Just repeating back what you heard. 00:02:19.520 --> 00:02:20.750 Not sounding like a robot. 00:02:21.170 --> 00:02:27.300 R is reassured, meaning making someone feel heard and understood and validated. 00:02:27.720 --> 00:02:30.739 Heard, understood, invalidated. 00:02:30.744 --> 00:02:34.859 We want that homeowner to feel like you're reaching around them like a big 00:02:34.920 --> 00:02:36.779 loving bear hug and saying, I gotcha. 00:02:36.839 --> 00:02:37.470 You're okay. 00:02:37.890 --> 00:02:38.760 You can trust me. 00:02:38.820 --> 00:02:40.019 I'm gonna keep it comfortable. 00:02:40.049 --> 00:02:41.040 We'll get through this together. 00:02:41.070 --> 00:02:44.100 That's the feeling that we want our customers to have. 00:02:44.339 --> 00:02:47.899 So unfortunately this part's often missed because we're 00:02:47.899 --> 00:02:49.859 focused on the bro e o, which is. 00:02:50.180 --> 00:02:54.200 Overcoming it with the perfect right hook, the proper hand, this time, the perfect 00:02:54.200 --> 00:02:56.300 rebuttal, tackling it and beating it. 00:02:56.390 --> 00:03:01.310 And unfortunately, in the real world, when we skip this R, even if you 00:03:01.310 --> 00:03:04.670 have the greatest of intentions, even if you have a really big heart, 00:03:04.820 --> 00:03:07.310 homeowners will often feel like you're being pushy and aggressive. 00:03:07.610 --> 00:03:11.180 Now, let's kind of break this down, and I'm gonna focus today on the 00:03:11.180 --> 00:03:13.220 little secret, which is the R. 00:03:13.250 --> 00:03:14.810 Now, before we get to. 00:03:15.125 --> 00:03:19.265 When I've been traveling the country for the last however many months, I've 00:03:19.265 --> 00:03:24.185 been doing two to three in-person events a week doing role play all across the 00:03:24.190 --> 00:03:30.065 country from uh, la which is a purely retail market to Connecticut, to 00:03:30.065 --> 00:03:34.775 Minneapolis and, and Detroit and all these different markets, uh, headed to 00:03:35.005 --> 00:03:37.085 Des Moines that are more hybrid markets. 00:03:37.355 --> 00:03:39.545 And no matter where we are, storm retail. 00:03:40.350 --> 00:03:46.650 When we start practicing doing role play, this R is what almost everybody misses. 00:03:47.070 --> 00:03:51.240 And this R right here, the reassuring is the buffer. 00:03:51.450 --> 00:03:54.840 So when we talk about influence and persuasion, by the way, a book 00:03:54.845 --> 00:03:58.440 recommendation for those who Ask Robert CD's book, the first one he wrote was 00:03:58.440 --> 00:04:02.480 Influence the Six Principles of Influence That was heavily studied, phenomenal 00:04:02.485 --> 00:04:05.430 read, but then he wrote a new book called Persuasion, which talks about 00:04:05.430 --> 00:04:06.810 everything leading up to the event. 00:04:07.370 --> 00:04:11.420 What's cool and why I love that book so much is that's really more my sales 00:04:11.420 --> 00:04:17.840 style is all of that warmup because it provides such a strong cushion of trust 00:04:17.840 --> 00:04:21.740 and comfort that you built the homeowner that you can bobble through the, the 00:04:21.740 --> 00:04:26.150 closing bits and still win business versus nailing the top part or the end part, but 00:04:26.155 --> 00:04:27.410 being a little shaky in the beginning. 00:04:27.740 --> 00:04:32.480 This are here, the reassure is the the hidden secret, and I wanna show it to 00:04:32.480 --> 00:04:34.580 you so you can experience it firsthand. 00:04:35.000 --> 00:04:36.290 Again, for this example. 00:04:36.974 --> 00:04:38.685 We're gonna use the, I have talked to my wife about it. 00:04:38.685 --> 00:04:39.104 Objection. 00:04:39.525 --> 00:04:40.575 A acknowledge. 00:04:40.604 --> 00:04:42.974 Hey, understand that you have to talk to your wife about it. 00:04:43.515 --> 00:04:44.505 Oh, overcome. 00:04:44.510 --> 00:04:46.125 Hey, do you mind me asking, what is it that you'd like 00:04:46.125 --> 00:04:46.864 to talk to your wife about? 00:04:47.940 --> 00:04:50.370 So that's skipping the R, which is reassuring. 00:04:50.430 --> 00:04:52.380 Now let's put it together in full. 00:04:52.440 --> 00:04:54.780 So you can compare these side by side. 00:04:55.229 --> 00:04:58.320 A acknowledge, hey, understand that you gotta talk to your wife about it. 00:04:58.380 --> 00:04:59.190 R reassure. 00:04:59.340 --> 00:05:02.789 Listen, I know it's a really big decision and believe me, I would wanna be on 00:05:02.795 --> 00:05:05.430 the same page with my wife as well. 00:05:05.820 --> 00:05:06.510 Oh, overcome. 00:05:06.930 --> 00:05:09.360 Hey, do you mind me asking, cause I wanna make sure that you and your wife 00:05:09.360 --> 00:05:12.060 are both comfortable what it is you'd like to talk to your wife about so I 00:05:12.060 --> 00:05:13.080 can leave you with the right inform. 00:05:14.565 --> 00:05:19.125 , do you see side by side how the, I ultimately said the same thing. 00:05:19.305 --> 00:05:20.325 You gotta talk to your wife. 00:05:20.385 --> 00:05:21.555 What do you gotta talk about? 00:05:21.794 --> 00:05:25.575 But the difference is, in the second version, I used this R, which was 00:05:25.575 --> 00:05:28.724 the buffer, the padding, the snuggie, the comfort, the trust, the big warm 00:05:28.724 --> 00:05:33.705 squeeze, the cozy blanket that makes that homeowner feel heard, trusted, understood, 00:05:33.945 --> 00:05:36.375 and validated like a human being. 00:05:36.885 --> 00:05:38.984 And what ends up happening is instead of saying, Hey, you know, 00:05:38.984 --> 00:05:41.245 you gotta talk, What is it you like to talk to your wife about? 00:05:41.425 --> 00:05:43.945 If you were to ask me that in my home, I'd be like, it's 00:05:43.945 --> 00:05:45.715 none of your flipping business. 00:05:45.775 --> 00:05:49.315 But if I patted or buffered that question by saying, listen 00:05:49.315 --> 00:05:50.545 man, I know it's a big deal. 00:05:50.695 --> 00:05:53.725 My wife and I are always on the same page with things and I just wanna 00:05:53.725 --> 00:05:55.045 make sure you guys are comfortable. 00:05:55.165 --> 00:05:57.685 Do you mind me asking what it is you'd like to talk to your wife about? 00:05:57.685 --> 00:05:59.575 And then you'll notice, maybe you did, maybe you didn't. 00:05:59.845 --> 00:06:01.255 The little thing on the end where. 00:06:01.740 --> 00:06:03.810 So I can leave you with the right information. 00:06:03.870 --> 00:06:07.470 And by the way, quick, uh, sidebar, with your permission, we're 00:06:07.470 --> 00:06:08.550 gonna just do a quick sidebar. 00:06:08.730 --> 00:06:12.000 That's so I can leave you with the right information, implies what? 00:06:12.210 --> 00:06:14.160 That I'm leaving, that I'm heading out the door. 00:06:14.310 --> 00:06:17.160 So what happens is this disarms homeowners and it makes 'em feel 00:06:17.160 --> 00:06:18.480 comfortable and they trust you. 00:06:18.510 --> 00:06:20.580 And then they're gonna say, you know what? 00:06:20.670 --> 00:06:22.020 Boom, the truth. 00:06:22.105 --> 00:06:23.215 Pours out. 00:06:23.365 --> 00:06:26.755 The real reason is we're waiting for another estimate that's coming tomorrow. 00:06:26.935 --> 00:06:29.665 The real reason is I'm waiting to see what my insurance adjuster says. 00:06:29.695 --> 00:06:30.655 Oh, they've been out already. 00:06:30.655 --> 00:06:30.895 Right? 00:06:31.015 --> 00:06:34.305 The real reason is, uh, we're waiting to get two more estimates. 00:06:35.105 --> 00:06:38.245 Whatever it is that's on their plate, they're gonna start giving you the truth 00:06:38.245 --> 00:06:40.945 cuz they think you're out the door and that you have the greatest intention 00:06:40.945 --> 00:06:42.805 of just being a helpful human being. 00:06:42.865 --> 00:06:45.655 And honestly, at the end of the day, my friends, that's exactly 00:06:45.895 --> 00:06:50.035 what it is that we do and is, is to help people make good decisions. 00:06:51.270 --> 00:06:54.330 And true story by the way, if you're not, this isn't really a story, 00:06:54.810 --> 00:06:55.770 but I wanna get this outta the way. 00:06:55.770 --> 00:06:59.070 If you don't believe in your heart of hearts that you're truly the best person 00:06:59.070 --> 00:07:02.730 to win the business, meaning to serve your customer, do the roof, stand behind 00:07:02.730 --> 00:07:05.070 it, do what you say you're gonna do, and take good care of them at all costs. 00:07:05.400 --> 00:07:08.730 I encourage you to either really give a strong look at your business. 00:07:08.735 --> 00:07:12.300 So how do you can make those changes or find an organization 00:07:12.480 --> 00:07:14.070 that aligns with those values? 00:07:14.670 --> 00:07:17.160 At the end of the day, so many people think sales is about like 00:07:17.160 --> 00:07:18.900 extracting money and winning the deal. 00:07:19.050 --> 00:07:21.000 And don't get me wrong, I'm competitive. 00:07:21.180 --> 00:07:23.190 I wanna get better and I wanna earn good money. 00:07:23.400 --> 00:07:26.190 But what really drives me is helping people make significant 00:07:26.190 --> 00:07:27.090 changes in their life. 00:07:27.090 --> 00:07:28.800 And getting into roof is a big change. 00:07:29.070 --> 00:07:31.680 So helping someone through that process in my heart to heart, 00:07:32.025 --> 00:07:33.555 I want them to be comfortable. 00:07:33.585 --> 00:07:35.594 I want them to make a smart decision. 00:07:35.775 --> 00:07:41.445 I want them to choose me cuz I know that I will take care of them no matter what. 00:07:41.505 --> 00:07:44.325 And I know that we're gonna do a great job and I know they're 00:07:44.325 --> 00:07:45.465 gonna love working with me. 00:07:45.675 --> 00:07:49.455 So I knew through all of that, Hey, listen, it's my ethical responsibility 00:07:49.455 --> 00:07:53.085 to win the business and to learn how to communicate this message clearly. 00:07:53.145 --> 00:07:56.445 And since I know how people make decisions, what makes them comfort. 00:07:56.810 --> 00:07:59.750 What helps them or influences them to make a decision? 00:07:59.990 --> 00:08:04.310 This R right here is the missing link, the mission critical. 00:08:04.430 --> 00:08:10.100 So my one key takeaway for you, my friend, is when you address objections, 00:08:10.490 --> 00:08:15.020 it is okay to get long in the tooth and long winded on the R, reassuring them 00:08:15.020 --> 00:08:18.690 that they're normal, validating them and trusting them, letting them know you've 00:08:18.695 --> 00:08:20.890 seen this before in a few other example. 00:08:21.115 --> 00:08:22.435 Hey, you know, thanks for coming out. 00:08:22.435 --> 00:08:23.425 We have to think about it. 00:08:23.515 --> 00:08:25.165 Hey, I understand you gotta think about it. 00:08:25.195 --> 00:08:26.305 It's a really big decision. 00:08:26.305 --> 00:08:28.735 I wanna make sure you guys are comfortable, whether it's choosing 00:08:28.735 --> 00:08:30.265 me or someone else, right? 00:08:30.385 --> 00:08:31.825 Hey, uh, here's another one. 00:08:31.825 --> 00:08:34.794 I wanna wait and see what my insurance company says First, you reassure 'em. 00:08:35.005 --> 00:08:36.924 Listen, I understand you wanna wait and see what your 00:08:36.924 --> 00:08:38.515 insurance company says first. 00:08:38.695 --> 00:08:40.525 I hear this a lot and I can understand. 00:08:40.525 --> 00:08:43.135 As a homeowner, you don't wanna trust someone who just showed up at 00:08:43.140 --> 00:08:46.465 your door who you don't know yet, and it's sensitive information with 00:08:46.465 --> 00:08:50.569 the insurance, and again, Reassuring them and validating them and telling 00:08:50.569 --> 00:08:51.920 them what they're already thinking. 00:08:52.100 --> 00:08:55.939 That now when I go to O or overcome that, I've laid this cushion 00:08:55.939 --> 00:08:59.990 of trust and comfort and ease, and it becomes a piece of cake. 00:09:00.230 --> 00:09:01.220 So there you have it. 00:09:01.520 --> 00:09:04.545 Uh, if you know someone on your team, . Who needs to hear this? 00:09:04.545 --> 00:09:05.085 You know what to do. 00:09:05.265 --> 00:09:06.045 Click the share button. 00:09:06.045 --> 00:09:08.355 Copy the link, drop it in the group chat, send it over text, 00:09:08.360 --> 00:09:09.645 pop it in Facebook messenger. 00:09:09.855 --> 00:09:10.785 Share it on a board. 00:09:11.055 --> 00:09:14.175 The more we can support each other, the more we're gonna lift that rising tide and 00:09:14.175 --> 00:09:16.395 help our industry change for the better. 00:09:16.575 --> 00:09:17.685 I appreciate you being here. 00:09:17.865 --> 00:09:21.765 If you want to continue your journey with me, click right into this video, 00:09:21.765 --> 00:09:24.885 and if you haven't yet done it, click right here and let's get you inside 00:09:24.885 --> 00:09:27.045 our brand new free training center. 00:09:27.225 --> 00:09:28.275 We'll see you on the next.