WEBVTT NOTE This file was generated by Descript 00:00:00.210 --> 00:00:01.530 So she didn't negotiate. 00:00:01.650 --> 00:00:02.880 This comes up a lot. 00:00:02.910 --> 00:00:06.360 And I had someone by the way, comment on a recent video, what did I think of 00:00:06.360 --> 00:00:10.380 drop calls, meaning dropping the price of the home and dropping the price one 00:00:10.380 --> 00:00:12.150 more time and having those price tiers. 00:00:12.150 --> 00:00:14.850 And, you know, it's crazy as those tiers that I hear about. 00:00:14.850 --> 00:00:17.430 And I hope by the way, let me take a step back. 00:00:17.910 --> 00:00:20.310 I might offend some people and I just want to say. 00:00:21.044 --> 00:00:23.865 It's not my way or the highway and I'm not always right. 00:00:23.955 --> 00:00:26.174 And what works for me doesn't necessarily need to work for you. 00:00:26.384 --> 00:00:30.765 So, as I share my own opinion on this, if it's working for you, don't change it. 00:00:30.765 --> 00:00:33.644 If it aligns with your values and it's fine, that's all good. 00:00:33.915 --> 00:00:35.745 I'm just sharing my view of things. 00:00:35.805 --> 00:00:41.084 And the way that I teach sales is how I personally like to be treated in a 00:00:41.084 --> 00:00:43.004 sales experience and how I like to buy. 00:00:43.334 --> 00:00:46.394 So back to this whole drop call thing, what the comment 00:00:46.394 --> 00:00:47.985 was is that you come in at X. 00:00:48.644 --> 00:00:52.184 And that you immediately have a price to drop by XML, which was a 00:00:52.184 --> 00:00:54.584 significant percentage, 10 to 15%. 00:00:54.584 --> 00:00:55.334 If I remember right. 00:00:55.544 --> 00:00:59.745 And then ending at about a 25% discount, which was rock bottom. 00:01:00.254 --> 00:01:04.935 And to me, the first thing that comes to mind when I'm in that experience. 00:01:05.730 --> 00:01:06.810 This is a gimmick. 00:01:07.020 --> 00:01:09.300 You're just trying to take me for what I can. 00:01:09.660 --> 00:01:13.650 And it reminds me of the horrendous taste that I had in my mouth. 00:01:13.920 --> 00:01:17.900 When I went to go get a gym membership years ago, well, over a decade and 00:01:17.900 --> 00:01:19.590 I sit down and there's no priceless. 00:01:19.600 --> 00:01:22.410 The guys sitting across the table from me and he puts out his little 00:01:22.410 --> 00:01:26.700 legal pad and he writes down a number and slides it over the desk. 00:01:27.150 --> 00:01:29.430 And I look at it and I'm like $89 a month. 00:01:29.940 --> 00:01:30.720 That's where it started. 00:01:30.960 --> 00:01:31.650 $89. 00:01:33.089 --> 00:01:38.190 We go back and forth, drops to 60 drops to 40 through further negotiation, 00:01:38.190 --> 00:01:39.960 into deciding to prepay for the year. 00:01:40.199 --> 00:01:47.880 Got it down to $21 a month, $21 from $89 a month. 00:01:48.270 --> 00:01:50.300 Now, do you think that I walked out of there feeling. 00:01:51.285 --> 00:01:52.005 For a minute. 00:01:52.215 --> 00:01:53.475 I said, Hey, I got a deal. 00:01:53.685 --> 00:01:54.285 And then, you know what? 00:01:54.285 --> 00:01:57.645 I thought, every time I went to that gym, I said, these folks 00:01:57.675 --> 00:01:59.865 are a bunch of sleazeballs. 00:01:59.955 --> 00:02:03.435 Cause this is a gimmick, no displayed pricing, trying to 00:02:03.435 --> 00:02:06.705 literally take me for what they can and looking for the easiest sale. 00:02:06.885 --> 00:02:10.755 And I'll be the first to tell you this stuff works, but there's 00:02:10.755 --> 00:02:12.285 a difference between what. 00:02:13.010 --> 00:02:14.930 In what feels right. 00:02:15.320 --> 00:02:19.280 And there's a balance, it's a, it's a delicate balancing act. 00:02:19.700 --> 00:02:23.570 And I want to give you just one more example, and this is a true story. 00:02:23.570 --> 00:02:28.640 This last weekend, I was calling different companies to purchase one of the. 00:02:30.270 --> 00:02:33.420 Pager type systems for elderly, for my grandmother, that 00:02:33.420 --> 00:02:34.440 she could wear on her neck. 00:02:34.440 --> 00:02:36.180 And if anything happens, she can push the button. 00:02:36.450 --> 00:02:40.680 And I had no idea how aggressive these companies are from a 00:02:40.680 --> 00:02:42.270 sales organization standpoint. 00:02:42.630 --> 00:02:44.040 And one of them, this is homework. 00:02:44.040 --> 00:02:45.060 It's a delicate time. 00:02:45.270 --> 00:02:47.550 It's not a fun thing to work to shop for. 00:02:47.550 --> 00:02:50.490 And if you've ever been through something like this, you know, like you only begin 00:02:50.490 --> 00:02:52.980 shopping for this, not in a great spot. 00:02:53.585 --> 00:02:56.825 And this guy on the phone is hard selling me and pushing them. 00:02:56.825 --> 00:02:58.895 Like, you know, I got to talk with the family. 00:02:58.955 --> 00:03:01.685 I got to see if someone's out there that can help get this thing set up. 00:03:02.015 --> 00:03:05.225 And he's like, yeah, well, if you do this today and today's price, and then 00:03:05.225 --> 00:03:08.405 if you do it now, and if you upgrade for the year, Hey, can I call you back? 00:03:08.405 --> 00:03:08.915 What's a good number. 00:03:08.915 --> 00:03:09.575 No, you know what? 00:03:09.575 --> 00:03:10.265 I'm on commission. 00:03:10.940 --> 00:03:12.049 And you won't get me. 00:03:12.049 --> 00:03:15.020 So let's just close the deal right now and we'll do this. 00:03:15.230 --> 00:03:16.430 And I'm like, listen, I got to think about it. 00:03:16.490 --> 00:03:19.370 Well, if I can give you a free shipping, would you know how about if 00:03:19.370 --> 00:03:22.579 I dropped the price even more and it just keeps going down, down, down and 00:03:22.579 --> 00:03:25.460 down and it like, it was relentless. 00:03:25.760 --> 00:03:29.359 And then not only did I choose a different company, which by the way I chose. 00:03:30.195 --> 00:03:34.485 Because the salesperson had empathy, they didn't negotiate. 00:03:34.575 --> 00:03:37.905 There was a fixed price and she was focused on answering my questions. 00:03:38.415 --> 00:03:42.975 And I literally picked up the phone for the first company that had robot. 00:03:43.005 --> 00:03:44.285 Like, I shouldn't say robot. 00:03:44.385 --> 00:03:46.845 It felt like that because the guy was actually leaving me messages. 00:03:47.205 --> 00:03:48.105 I am not joking. 00:03:48.105 --> 00:03:51.165 I got four calls within 10 minutes, two voicemails within 00:03:51.165 --> 00:03:52.425 three minutes apart, a piece. 00:03:52.845 --> 00:03:56.325 And I picked up the phone and I said, Matt, take me off your list. 00:03:56.325 --> 00:03:58.005 I don't like the way you guys are doing this. 00:03:59.545 --> 00:04:00.715 Because it's not. 00:04:02.220 --> 00:04:04.350 So you can tell, I get a little passionate about this. 00:04:04.650 --> 00:04:08.520 So I want to answer this question right now, because even though I've been 00:04:08.520 --> 00:04:12.570 very passionate about this negotiation thing, there is a time and a place 00:04:12.570 --> 00:04:13.860 that I do think it's appropriate. 00:04:14.010 --> 00:04:16.410 And I want to talk about those pros and cons. 00:04:16.650 --> 00:04:17.700 So let's get to it. 00:04:17.760 --> 00:04:21.120 Should you negotiate first, welcome or welcome back. 00:04:21.150 --> 00:04:22.140 My name is Adam Benjamin. 00:04:22.140 --> 00:04:22.200 The. 00:04:23.415 --> 00:04:27.015 Everything that I do here is designed to give you and your team, the 00:04:27.015 --> 00:04:30.525 tools and resources that I wish I had when I was getting going in 00:04:30.525 --> 00:04:32.655 order to fast track my success. 00:04:32.895 --> 00:04:33.855 So thanks for being here. 00:04:33.855 --> 00:04:36.615 And my mission is to help you and your team smash your income goal 00:04:36.705 --> 00:04:38.825 and give every customer an amazing. 00:04:40.094 --> 00:04:42.435 And that amazing experience by the way, is a memorable one. 00:04:42.734 --> 00:04:45.015 I call it the sales aftertaste. 00:04:45.375 --> 00:04:48.284 And that's the experience at that sales per excuse me, that the customer 00:04:48.284 --> 00:04:52.575 has with you, the salesperson and how they remember that experience. 00:04:52.575 --> 00:04:55.724 And it's either great or not great whether they buy from you or not. 00:04:56.354 --> 00:05:01.395 And again, it's a balance to blend what works in an, in a sales way while 00:05:01.395 --> 00:05:04.245 also treating people like humans. 00:05:05.085 --> 00:05:06.015 So let's get to it. 00:05:06.015 --> 00:05:06.855 Should you negotiate? 00:05:07.275 --> 00:05:11.445 There are going to be arguments for saying yes, there are going 00:05:11.445 --> 00:05:13.155 to be arguments for saying no. 00:05:13.365 --> 00:05:15.915 And they're going to be arguments for saying maybe. 00:05:16.275 --> 00:05:21.555 And I would like to begin that right now, by the way, spoiler alert. 00:05:21.555 --> 00:05:25.185 I fall into the maybes meaning sometimes or conditionally, and I'm going to 00:05:25.185 --> 00:05:26.745 quantify what that means in a minute. 00:05:27.135 --> 00:05:28.185 So the arguments for, yes. 00:05:28.185 --> 00:05:29.145 Should you negotiate? 00:05:29.505 --> 00:05:32.835 Some companies know that customer. 00:05:33.690 --> 00:05:35.219 Don't always ask to negotiate. 00:05:35.219 --> 00:05:37.140 You'll get people to say yes at a higher amount. 00:05:37.289 --> 00:05:40.140 That means higher ticket prices, more profit, more commission. 00:05:40.680 --> 00:05:43.650 Again, I'm about treating people equally in my company. 00:05:43.650 --> 00:05:44.789 I don't negotiate. 00:05:44.940 --> 00:05:48.870 I have purposely structured our investments at the lowest possible. 00:05:48.870 --> 00:05:51.750 They can competitively where we can stand behind it and offer the 00:05:51.750 --> 00:05:55.830 best value and offer a transparent experience for all of our new customers. 00:05:56.985 --> 00:05:59.235 You also see, so I'd fallen into the no category. 00:05:59.505 --> 00:06:04.215 Meanwhile, you go in, you buy a Mercedes, you buy a BMW, you buy a truck, a Ford, a 00:06:04.215 --> 00:06:06.015 Chevy, a Dodge, can you negotiate there? 00:06:06.045 --> 00:06:06.735 The answer is, yes. 00:06:06.885 --> 00:06:08.775 You walk into a Toyota Scion dealership. 00:06:08.805 --> 00:06:10.005 Can you negotiate now? 00:06:10.005 --> 00:06:11.205 I don't know if they've updated their policy. 00:06:11.215 --> 00:06:13.005 So if they have, you can drop a comment and share that with 00:06:13.005 --> 00:06:16.215 me, but their whole entire brand positioning the beginning was no. 00:06:16.545 --> 00:06:19.575 And again, it, because it provides a transparent pricing. 00:06:19.995 --> 00:06:22.094 I work with companies by the way that do both. 00:06:22.425 --> 00:06:23.955 So if you're one of my companies that's doing. 00:06:25.289 --> 00:06:25.950 That's cool. 00:06:26.010 --> 00:06:28.320 You'll see the conditionally, maybe you'll you'll swap your 00:06:28.320 --> 00:06:30.960 approach room in the no camp. 00:06:31.440 --> 00:06:37.020 I work with one of the region's top retail companies and they don't negotiate. 00:06:37.020 --> 00:06:39.060 They have one price that they come in in the Homeland. 00:06:39.090 --> 00:06:39.510 That's it. 00:06:39.870 --> 00:06:43.620 And again, it provides transparency because what we don't want is for 00:06:43.620 --> 00:06:46.050 that customer to always think, well, what more would that. 00:06:47.085 --> 00:06:49.755 And this might date me, which I get isn't that difficult? 00:06:49.755 --> 00:06:50.385 I'm 35. 00:06:51.675 --> 00:06:55.425 The book, uh, when I was growing up was give a mouse, a cookie, and the 00:06:55.425 --> 00:06:56.955 whole story was he given us a cookie. 00:06:57.045 --> 00:06:58.605 He asks for a glass of milk. 00:06:58.755 --> 00:06:59.775 You give him a glass of milk. 00:06:59.925 --> 00:07:01.965 He asks for chair, you give him a chair. 00:07:01.965 --> 00:07:02.835 He wants a table. 00:07:02.835 --> 00:07:03.405 You give him a table. 00:07:03.405 --> 00:07:03.705 He wants. 00:07:04.890 --> 00:07:07.290 And again, it's that whole thing take, take, take. 00:07:08.160 --> 00:07:11.850 When we start negotiating people see no end, you get taken advantage 00:07:11.850 --> 00:07:14.400 of, or they think that you're trying to take them for too much. 00:07:14.700 --> 00:07:15.750 It's just how it goes. 00:07:15.750 --> 00:07:18.210 And again, I sell the way that I experienced it in the way that 00:07:18.210 --> 00:07:23.100 I want to buy my position is generally no, no negotiation. 00:07:23.490 --> 00:07:28.050 If you must, I want to get into the maybe or the conditional side right now. 00:07:28.260 --> 00:07:28.440 Right? 00:07:29.520 --> 00:07:31.650 Quick disclaimer, if it ain't broke, don't fix it. 00:07:31.650 --> 00:07:35.880 If you disagree with me, I invite a healthy conversation in the comments 00:07:36.360 --> 00:07:38.100 and I invite you to drop it again. 00:07:38.470 --> 00:07:43.590 I learn as we go, I learned from others and my mission isn't to say, hello. 00:07:44.090 --> 00:07:45.440 I am the say all end all. 00:07:45.469 --> 00:07:46.369 That's not it at all. 00:07:46.400 --> 00:07:49.549 I'd be a total arrogant moron to tell you I have all the answers. 00:07:49.969 --> 00:07:53.299 But my reason in sharing these conflicting viewpoints is to foster a 00:07:53.299 --> 00:07:55.250 rich discussion in that comment section. 00:07:55.400 --> 00:07:58.789 So we can learn from each other because what works for this person 00:07:58.789 --> 00:08:01.700 might not work for this person, or it might be required because 00:08:01.700 --> 00:08:03.380 everyone in your market negotiates. 00:08:04.190 --> 00:08:05.299 So you just got to roll with it. 00:08:05.299 --> 00:08:07.460 So if you have, uh, something to add, drop it in the comments. 00:08:07.489 --> 00:08:09.109 Now let's talk on the conditional side. 00:08:09.440 --> 00:08:10.309 I'm going to change that word. 00:08:10.309 --> 00:08:11.419 Maybe to conditionally. 00:08:11.419 --> 00:08:12.890 I just didn't have room for it before. 00:08:13.950 --> 00:08:18.240 What do I mean by conditionally, meaning on certain conditions. 00:08:18.510 --> 00:08:24.000 So when you give something, the customer also has to give something the way I don't 00:08:24.000 --> 00:08:25.680 like negotiation is you're a customer. 00:08:25.680 --> 00:08:26.849 I want a thousand dollars off. 00:08:26.880 --> 00:08:27.360 Okay. 00:08:27.390 --> 00:08:27.719 Done. 00:08:28.200 --> 00:08:29.880 No, if you are negotiate. 00:08:30.510 --> 00:08:36.210 You are going to give something in return for something that in return 00:08:36.210 --> 00:08:41.460 can be a commitment, a commitment by a certain date, uh, giving a deposit, 00:08:41.699 --> 00:08:46.740 uh, a number of referrals, anything that they're giving in exchange. 00:08:47.040 --> 00:08:47.430 Okay. 00:08:47.730 --> 00:08:54.329 Now disclaimer, hail claims, wind claims. 00:08:54.360 --> 00:08:57.750 Hurricane claims St. 00:08:57.750 --> 00:08:57.870 Luke's. 00:08:59.069 --> 00:09:00.480 Pay deductibles. 00:09:01.680 --> 00:09:02.699 They need to pay their deductible. 00:09:02.849 --> 00:09:04.469 You're not paying their deductible period. 00:09:04.469 --> 00:09:05.910 You're not negotiating on deductibles. 00:09:05.939 --> 00:09:07.920 I just need to get that out of the way we clear. 00:09:08.069 --> 00:09:10.980 All right, no deductible negotiation. 00:09:11.160 --> 00:09:14.219 If you need help on that click right here, I've done lots 00:09:14.219 --> 00:09:15.420 of videos on the deductible. 00:09:15.420 --> 00:09:19.349 And I'm going to click to this one because this is about beating 00:09:19.349 --> 00:09:22.110 deductible eaters and showcasing the scary truth behind what that means. 00:09:22.439 --> 00:09:22.860 All right. 00:09:22.890 --> 00:09:24.449 Disclaimer, aside, let's get back to it. 00:09:24.719 --> 00:09:26.910 So you give, they give. 00:09:28.815 --> 00:09:29.235 Okay. 00:09:29.715 --> 00:09:34.065 Now next, what I want to do is start negotiating on items that 00:09:34.065 --> 00:09:35.655 have a high perceived value. 00:09:37.215 --> 00:09:38.505 And a low cost. 00:09:38.535 --> 00:09:39.825 Now, what do I mean by this? 00:09:41.175 --> 00:09:41.955 Give you an example. 00:09:42.465 --> 00:09:46.485 High perceived value and low costs could mean certain upgrades, whether 00:09:46.485 --> 00:09:49.365 that's Ridge vent, whether that's ice and water shield, whether that's 00:09:49.395 --> 00:09:55.035 upgraded shingles, upgraded colors, and specifically things like warranties that 00:09:55.035 --> 00:09:56.355 we might be able to provide it at home. 00:09:56.979 --> 00:09:59.650 Like a warranty, for example, the sticker price in that warranties, 00:09:59.650 --> 00:10:04.569 whatever you put it as your cost as a company is usually fixed either a fixed 00:10:04.569 --> 00:10:06.670 amount or a small amount per square. 00:10:06.819 --> 00:10:08.740 So you can say, Hey, if we can condition. 00:10:09.615 --> 00:10:12.945 Negotiate where this item I'm going to include, which has a 00:10:12.945 --> 00:10:15.675 high perceived value and say, Hey, well, I'll include this $4,000 00:10:15.675 --> 00:10:18.015 warranty, $3,000 warranty at no cost. 00:10:18.015 --> 00:10:19.275 If you decided to move forward today. 00:10:19.575 --> 00:10:22.635 And again, that warranty may cost you X dollar amount, depending 00:10:22.635 --> 00:10:24.045 on, and I'm not quoting prices. 00:10:24.045 --> 00:10:26.535 You guys know the prices on warranties, depending on the 00:10:26.535 --> 00:10:27.825 manufacturers that you're selling. 00:10:28.275 --> 00:10:28.665 All right. 00:10:28.935 --> 00:10:32.175 The final area that we're going to do this on is price. 00:10:32.205 --> 00:10:34.575 So I am always going to go through in this order. 00:10:34.575 --> 00:10:38.745 First, if I give they give next, I'm going to go on high perceived value items. 00:10:39.244 --> 00:10:43.864 Or items that are low cost is an add-on versus giving hard money away. 00:10:44.464 --> 00:10:47.435 Final piece is price, and this is my least favorite. 00:10:47.494 --> 00:10:49.295 And for the reasons I showcased before. 00:10:49.594 --> 00:10:50.405 So there you have it. 00:10:50.435 --> 00:10:53.435 Those are my thoughts on, should you negotiate? 00:10:53.645 --> 00:10:55.234 And I'd love to hear yours. 00:10:55.234 --> 00:10:58.474 So drop a comment in the comment section below, and I'm really looking 00:10:58.474 --> 00:11:01.625 forward to hearing from, you know, if you want to continue your time 00:11:01.625 --> 00:11:02.734 with me, just because our time here. 00:11:03.340 --> 00:11:06.760 Is that doesn't mean you're in my time has to be, uh, click right here to 00:11:06.760 --> 00:11:11.920 watch that video on deductible eating and why and how to overcome that. 00:11:11.920 --> 00:11:15.580 So you get your customers to willingly pay their deductible and believe me when 00:11:15.580 --> 00:11:16.930 you get those down it's game changing. 00:11:17.170 --> 00:11:19.690 And if you haven't done it, I want to get you a free copy. 00:11:19.780 --> 00:11:21.580 And my pitch, like a pro roofing sales training video 00:11:21.580 --> 00:11:23.560 library, 100% free right here. 00:11:23.770 --> 00:11:24.850 And I'll see you on the next one.