The dreadful objection to here.
Hey, we'll call you in a few days if we're interested or, Hey, we'll call you in a
few days after we've had time to think about it, or we'll call you in a few days
after whatever it is this whole I'm going to call you if later really means what
we're going to get to that in a second.
But I want to ask you this.
How often do you get that phone call?
Be honest with you.
How often does someone actually call you?
See, I know what you're thinking.
You say slim to none to never, unless there's that one in a million,
but we don't want to highlight that as the, yes, it can happen
because that's hopeful, dreaming.
The truth is that you and I both know is when you get this objection,
you're going to get ghosted.
You're never going to hear from them again.
And you're going to get stuck in the voicemail loop, which means they're
kicking you out of the house politely, which means you're not going to close
the deal, which also means that you have absolutely nothing to lose, which is why
the two tips I'm going to be teaching you in this video can help you convert this.
Absolutely.
Deal losing objection into a legitimate sales opportunity to
either close on the spot or at the very least get back in the house.
And I cannot wait to share it with you.
This video is in direct response to the comments and questions I'm getting here
in these videos, along with the social media on outreach strategist on Instagram,
or you can follow me personally, Adam Benjamin on Facebook and LinkedIn and.
All of the videos that I do are in response to what you need right now,
because my mission, if you're new here, and by the way, my name's Adam Benjamin,
the roof strategist is to help you and your team smash your income goal and give
every customer an amazing experience.
And in order to do that, we have to lean into these uncomfortable situations.
When someone says, we'll call you if we're interested and the cat got hung and you
don't know what to say, you don't know what to do, but we also know the reality.
We're probably not going to get.
So I can't wait to share this with you.
Hey, before we get started, uh, I do have a free offer.
If you haven't yet done it, head on over to the Ruth strategist.com.
Right now there's a link in the description to get a free copy
of my pitch, like a pro roofing sales training, video library.
And once you enter your name and email, it's can bring you to page bookmark.
That page was we updated every couple of weeks and you'll see what some folks are
saying, but here's the cool part inside.
If you like this video, there's an entire section that you're
gonna love on objections.
So you can binge to your heart's content.
And I cover all of the big ones.
Now that's available now at the roof.
strategist.com 106.
Enjoy.
All right now let's get into the meat and potatoes.
So when someone says, we'll call you for interest and you don't hear from
them, what does it actually mean?
When they say this, right?
This is a perfect example to showcase the fact that in my opinion, which may not
be popular belief, flashcard, objection.
Handling is garbage.
All right.
That's a bit extreme.
Is it?
Not necessarily, is it the best way to start?
The answer is no.
Why?
Because we get fixated on the words people use, but this is a perfect example.
I just had, we just walked through this together for yourself.
You realize that this doesn't mean that they're going to call you.
If they're interested, it means get out of my house and they're
probably not going to call you.
And that's why in.
A R O objection handling from me, which by the way, I teach the objection strategy.
I cover that all objections fall into one of three categories.
They don't trust you yet.
They don't think they need you.
Or it's a money issue.
Trust need money.
I'll call you.
If we're interested is usually a trust thing.
They want you out of a house.
They don't want to hear from you.
That's why they ghost you.
If there was any semblance of new.
You'd have a chance of getting back in touch with them to talk about it further,
but the truth is they want you gone.
Now, this doesn't mean you're a bad person.
What it means is that something that you've done has all of a sudden halted
the trust that you were developing through the initial process, you said.
You did something subconscious or unintentionally that pumped
the brakes and killed the trust.
And that's what leads people to saying, Hey, thanks.
We'll call you for registered.
By the way I do this too.
I'm nice to salespeople.
And when I'm out with my wife and we have some encounter, the salesperson will go.
Just give me your call card here.
It's a nice way of saying I don't want to talk to you anymore.
We're done now.
All right.
Now at the same time, we I'm the last vehicle.
I had a horrible experience at the dealership.
My wife, I've never seen steam coming out of her ears before she
was, I rate it how they treated us.
And we literally stormed around the building.
We need to walk through the building and we're storming our
way through and the outside.
And I realized I had left something on the sales reps
desk and I was about to turn it.
And he came out and I for the first, like I laid it out.
I was, I was, as I write and I wanted to stand up for my wife, who
was, we just were not treated well.
And what's crazy is this, this sales rep, his name was Paul,
by the way, Paul shifted.
He took ownership of everything.
All of the trust by the way, was the same issue.
We did not trust the car dealership.
Paul leaned into the trust.
Paul acknowledged what was going on.
And Paul made a sale the very next day, we came back to buy that vehicle
because he had the foresight and the guts to lean into that situation.
Knowing he had nothing to lose, took ownership, developed our trust.
And I've actually been back to speak with Paul because of how it was handled.
And that's what I want to teach you today.
Is that just because that.
Killed doesn't mean you can't regain it and that's what we're going to get into.
So again, this entire philosophy of the trust need money is covered
in my objection strategy, which is included the only way to get it
is included in my all-in-one sales training, sales strategy sales system.
There's one thing I have literally in my back pocket, which is my
phone to share this with you.
This was from, uh, last week, by the way, a gentlemen went through it.
He is in a bar.
Where there's winter right now because it's February and
he says, trust need money.
12 roof sales this week in a market.
That's dead in February.
This is killer dude.
Exclamation point.
So.
Thanks man.
He is loving it with his team.
And this is a very common response I get is when you are now empowered to
truly understand what is being said, we can lean into it and overcome as
opposed to trying to find the best.
If I just said it, the bestest the best rebuttal.
All right.
So let's glean into this and go through.
Since we have nothing to lose our job is to, to lean in and
uncover what the real issue is.
So in the AR acknowledged reassure overcome formula, which I'm gonna
kind of piece together here.
I'm going to say, Hey, I understand that you guys have to think about this.
It's a big decision and I'm sure you want to be on the same page, which
by the way, you're just repeating what back to them that you hear them.
Then we want to move into.
Do you mind me asking?
What is it that is most important to you when selecting a contractor for your
home or selecting a roofer for your home?
Now, when they say we're calling, if we're interested, we're asking
directly what they're interested in, what's most important to you,
or, Hey, do you mind me asking what's factoring into your decision?
What is it that you.
I want to think about what is it that you and your wife are wanting
to discuss between all of this?
The reason I'm asking is you simply so I can leave you with
enough information to make that decision, even if it's not with me.
So you see how, what we did is we leaned into this by trying to uncover deeper.
May I ask, what is it you'd like to think about, uh, between yourself?
What is it you'd like to discuss with your husband and wife?
The reason I ask is not to.
It's so I can leave you with enough information to make a decision that's
best for you, even if it's not with me.
So what we're doing is removing that pressure and we're removing
that forcefulness saying so I can help you make the best decision.
And then again, the illusion of control, even if it's not with me, which by the
way, it's fact you can't force their hand.
So what this does is it builds trust.
So that core issue of trust, we lean into the objection.
We try to uncover and peel back the layers, keep them talking, and also.
Strengthen the trust by saying even if it's not with me by
removing the sales pressure.
Okay.
So keep them talking.
So may I ask you a question again, using the arrow formula?
What is it?
And then I'm just going to leave it that, okay.
It's our opening question.
What is it that you'd like to talk about?
What is it that you're think about?
What is it that's most important to you?
Got it.
I know.
I talk fast.
That's first part, second part.
This may happen.
This is our fallback.
So generally speaking, we keep them talking.
We can either overcome that on the spot, or we have a backup plan.
What's the backup plan.
They said, what we'll call you if we're interested.
And you said to yourself, and to me through the intergalactic
space that do you ever get that.
No.
So how do we strengthen the ability to actually connect?
We set the appointment in the house.
Okay.
Now I teach this by the way, in my closing strategy.
It's part of that all in one training strategy system that I talked about
before, there's a link in the description.
By the way, if you're interested, I have a programs available for individual
reps, uh, as well as companies at large.
And there's our phone number?
(303) 222-7133, even call text, but we want to set the appointment again.
I teach this in the closing strategy.
If you don't close a deal, you do not leave that house with the appointments
that we want to use the assumptive close, say, Hey, understand you want to call?
If you're interested, maybe they shared with you.
Hey, well, the reason we want to wait is we want to review the estimates.
We want to see what the insurance company says.
We want to see what the other contractor says.
We want to see about the financing plans, whatever.
They're trying to talk about, say, Hey, totally understand.
Pull our pin out from our shirt.
We blade our stance, take a step closer so they can see the paper
and say in when would be a good time then for a friendly followup call.
So we can, and or so I can, and then address what they share with you.
Answer your questions about the other estimates.
Compare our estimate side by side.
Okay.
See what happened after the insurance company came out.
So once we uncover the truth or at least share.
A little bit of truth beneath what they're, what's being said and
developing trust, keep them talking.
And then we're going to set that fall appointment.
When is a good time for a friendly follow-up okay.
By the way, it went, the reason I phrased friendly follow-up is it's not saying
when's a good time for me to call you and see if you're ready to give me, you know,
write a check and give me your business, a friendly followup as a check-in.
So it removes that pressure, by the way, this is, what's also
kind of like the style into my follow-up scripts and templates
that are part of the battle pack.
Uh, also included in that package.
Again, that technique has worked wonders for me.
When's a good time for a friendly follow-up.
So I'd be happy to assist as you review those estimates to see what the
insurance company says, blah, blah, blah.
Uh, and then they're going to, and then give them two times, Wednesday or Friday.
Okay.
And then whatever the dates are, let me say off a Wednesday.
Excellent.
Wednesday at 3:00 PM.
Perfect.
And then we confirm now when we get that followup set, ideally it's in the house.
If, if it's not, and I know I said, follow up, call.
If there's a lot of resistance, I don't want to try to force my way in.
I'm okay.
With.
Ideally, by the way, if we're, if we had a good sales presentation,
I want to be back in the house.
The call is our backup plan in this scenario.
I know that tension again, that trust that's there.
If you needed to go with the phone call, that's fine.
But the point is you have a set appointment that both
parties have committed to.
So I want to ask you will your chances of connecting with that prospect increase?
They're going to increase because you have a commitment to be
on the phone to support them.
Now, I want to ask you another question.
Would this help you regain trust or will it help you kill the trust?
No, of course it can help you regain the trust, which is going to help you do
what, develop the need or complimenting issue, and then close the sale in.
If nothing else, it will help you become comfortable in being
uncomfortable, leaning into this.
Because again, you said it yourself, do you have anything to lose, right?
Yeah.
No, your chances are not high of getting that deal.
So by following these two very simple steps, you can lean into that.
Objection, ask the questions, keep them talking to try to
get to a shred of the truth.
And then if you don't close the sale, set the fall appointment, when would
be a good time for friendly follow up.
Okay, ideally, which I misspoke before should be a visit in the house to discuss
and then acknowledge the objections they share with you with anything about.
And then don't do that say, Hey, it's totally fine.
We'll stick with a phone call then when's a good time for a
friendly phone call and boom.
We've got the time and date set.
Higher likelihood of making contact and keeping the sale going.
If you want more of this, I think you really, if you like this
video, by the way, you're going to really dig what's inside.
Uh, this is just kind of a, a snippet of some of the pieces that I include
in our all-in-one sales training, sales strategy and sales system.
And now I get this, like, Adam, is your stuff the same as YouTube?
No, there's nothing in there.
That is a video that you're going to see here versus in there.
It's all exclusive.
And it's an all-in-one.
Complete system, the roofing sales successful in recovering
from knock to close.
All right.
So that's all in there.
Uh, the two kind of pieces that I've pulled bits and pieces from here
is a part of the C the objection strategy and the closing strategy.
And again, if you have questions, there's a link in the description.
Uh, that'll bring to the website, you can get it.
It's an access and you can call text our phone number (303) 222-7133.
Should you have any questions?
Our team can help you out now, uh, just because our time hears about.
It doesn't mean you're in my time, has to sell.
I recently did a video that if you didn't watch yet will be a
really great continuation on this.
When we talked about the trust and things, and that's the three
Domino's that you need to knock down in order to close the sale.
And that video is a right here.
And if you haven't done it yet, I want you to head on over and click
here to get a free copy of my pitch.
Like a pro roofing sales training video library sent right to your inbox.
There's an entire playlist in there and objections.
We'll see you soon.