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Dealing with homeowner hesitation? Here's the REAL reason they won't sign. Discover WHY it's happening and HOW you can close the sale way easier (and provide a better experience!).
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Let's have some sales talk
over coffee, shall we?
So this is a new little series and it's
answering the questions that you have.
So if you want your question
answered in the upcoming video,
drop it below, but here we go.
Uh, this video came in.
This suggestion came in from a
gentleman who emailed the, or made
anonymous saying, listen, I'm getting
homeowners who are hesitating where.
I go out to the house,
they love everything.
They even tell me, thanks for coming out.
We liked everything that
we, that you showed us.
We really like you.
But they're sensing this
hesitation, and I know it.
This kind of piggybacks off the
previous video I did on, they
liked you but didn't go with you.
So what's what?
What he asked me is, Adam,
why is this happening?
How does someone like me, how
do they thank me for coming out?
But then how do they get stuck in this
place of indecision and just cheer?
Hesitation and that my friend is
exactly what I'm gonna be answering
in this video so you know why
it's happening and what you can do
to keep it from happening again.
Before we get to it, just wanna say
quick welcome or welcome back, um, with
this new series and any new series I do.
I look to you, I make
these videos for you.
If you like 'em, give 'em a thumbs up.
If you don't give 'em a thumbs down.
I'll see all this stuff here on
YouTube, uh, through our analytics.
So I appreciate you being here.
Again, my name's Adam Bens with the
roof strategist and everything that I.
Honestly in my life right now, it's
really designed to help use master
your income goal and give every
customer an amazing experience.
And to give people an amazing
experience, we gotta win their business.
So if they're sitting there
saying, Hey, you know, I don't
really, uh, uh, know what we wanna
do yet, but we really like you.
Well, let's get to it.
So why is this happening?
Here's the reason.
First, I want you to think
back to middle school.
I was in the same math class
four years in a row, okay?
When I was in math class and someone
said the something that I didn't underst.
Immediately.
I'm like, huh, my arm shoots up like this.
And I'm like, I got my
question teacher calling me.
And my teacher is continuing to teach
for about five minutes longer for
the rest of the class who is not as
special needs as I was at the time.
And then she goes, okay,
Adam, what was your question?
And I'm like, all right,
well I lost you right here.
And then you went five more minutes.
So I need to understand this concept.
And then everything else you talked.
. Now I want you to think back, what
was it like for you in middle school
when you had a question that came
up and the teacher kept talking?
Did you retain anything?
Chances are it all fell on deaf ears.
And the same thing is happening with your
customers and with our customers when
they have questions that aren't answered.
We will never, ever, ever, ever get to.
Yes.
Which is one of the reasons in my program,
the complete closing strategy, which
is part of my full sales system, by the
way, accessible for you and your team
currently being used by many, many, many,
many, many, many thousands of people for
both storm and retail in every single
state in the us from tiny companies to
quite a few of the top a hundred roofing
companies in America in that sales system.
The way I teach to close is a tee
up where we ask two questions.
First one is, any questions for me so far?
And the second one, Does
all this make sense?
And the reason we ask those before we
close is to draw out any questions that
they may have because you and I know
if the questions are there, there's not
one chance that they're gonna say yes.
But I know I'm guessing what you're
thinking right now, which is,
well, Adam, I answered all their
questions and they still said,
you know, we gotta think about it.
We'll call you in a few days.
We really liked you, but
we chose someone else.
Well, here's the reason that's happening.
The reason that's happening.
they are questions that they
have that they are not aware of.
Let's go through this one more time.
They have questions in their mind.
That they are unaware of, meaning
people need to know what happens next.
And it's one of the reasons that
I have that I teach people, you
have to explain the whole process.
That what happens after
they give you the check.
What happens after they
sign the contingency?
Does what happens with the material
delivery, the prep of the house,
the actual construction process.
And it will tell you, I was so guilty
of this cause I'm just like focusing
on the front end of what their
immediate needs are and we can help.
And I, I found a lot of people were
in this indecision or hesitation.
And the main reason for that was they,
they never understood what happened after.
So let's use this analogy as an example.
Let's say you go into a, into a knee
surgeon, you blow your knee out, you
tear your acl, and MCL surgeon number
one says, Hey man, uh, you need surgery.
We need to get you in right away.
We'll do an absolutely awesome job.
I've been doing this a while.
You're in.
You're like, okay, great.
Surgeon number two says, Hey
man, you absolutely need surgery.
Both your knees are blown up.
I've been doing this a long time.
You're in good hands.
Here's what's gonna happen.
You're gonna come in, we're gonna
put you under some anesthesia.
You won't feel a thing.
Once you're under, we're
gonna do our procedure.
We're gonna use.
Some, uh, cadaver parts in your knee.
You're gonna come out, you'll
be under pain management.
We'll have a brace on you.
Uh, you will be immobile for a little bit.
Don't worry.
There will be some pain we'll
have on you on pain management.
Then you're gonna go into physical
therapy to get some range of motion back.
We're gonna re strengthen
things in about 12 weeks.
You're gonna be out, moving around like
no time in three, four months later,
you're gonna be on your bike and running
again, like it never even happened.
So which one do you.
, the second one, right, the second
doctor, because he or she explained
everything, which puts you what
at ease, which makes you what?
Trust them, which makes you feel
comfortable, which makes you feel
confident in their ability to do
their job and take care of you.
Key.
Take care of you, and I
know you want to take care.
Of your customer.
So let's summarize why this is
happening and what is at the root
cause of hesitation from homeowners.
It is number one, questions that
they have that you did not answer.
Meaning that you went in for
the close before you asked the
question, or number two, it was
because you didn't give enough.
Information that they had,
questions like what happens next?
But they never formulated that question.
There was just this missing gap in the
story or the narrative, and they couldn't
plug it in with your information.
So they make up their own, which
is that you don't care or don't
know what you're talking about.
So how do we fix this?
Very simply, number one is
we always ask the questions
before we go in for the close.
Does all this make sense?
Do you have any questions?
Excuse me.
Other way around.
Do you have any questions for me?
Does all this make sense?
All right.
The next thing we wanna do is
make sure to explain the entire
process in our presentation.
I teach all that more
for you and your team.
You can learn it in our sales system
called the Roofing Sales Success Formula.
And if you're interested, owners
and managers, we'd be happy to do
a demo for you, tour you around.
Just text the word demo,
uh, to 3 0 3 2 2 2 71 33.
That's 3 0 3 2 2 2 71 33.
And there's also a link
in the description below.
So now I want you to take this information
and look back reflectively because
sales, my friends, is applied psychology.
So what I want you to do is look back to
the last few appointments you've run where
you've heard this or felt that hesitation.
Thanks for coming out.
We really liked you.
We just decided to go a different
direction, and what I want you to do
is think, did I go in for the close
without drawing out all their questions
and objections first, or did I really
explain the entire process, or did I
shortchange 'em and explain just the
parts I thought they needed to hear?
And once you've self-reflected,
that is the best way to learn.
Now you can create an action
plan of what you're gonna do
on the next sales appointment.
Hey, thank you so much for
joining me today in this video.
If you like this format, do let me
know, drop a comment if you have
questions, and I'll answer 'em in the
next sales conversation over coffee.
Um, just cuz our time here
is about to wrap up doesn't
mean your and my time has to.
I just spilled coffee all over
myself due to my excitement.
You can click right here to jump into
the next video that you two thinks
you're gonna love, or get inside
our brand new free training center.
Again, a hundred percent
free or right here.
We'll see you on the next one.
I gotta go clean up some coffee.
We'll catch you later.