WEBVTT NOTE This file was generated by Descript 00:00:00.180 --> 00:00:02.640 Let's have some sales talk over coffee, shall we? 00:00:02.850 --> 00:00:06.660 So this is a new little series and it's answering the questions that you have. 00:00:06.660 --> 00:00:09.030 So if you want your question answered in the upcoming video, 00:00:09.270 --> 00:00:10.890 drop it below, but here we go. 00:00:11.130 --> 00:00:12.180 Uh, this video came in. 00:00:12.360 --> 00:00:15.000 This suggestion came in from a gentleman who emailed the, or made 00:00:15.000 --> 00:00:19.600 anonymous saying, listen, I'm getting homeowners who are hesitating where. 00:00:20.415 --> 00:00:22.845 I go out to the house, they love everything. 00:00:22.875 --> 00:00:24.405 They even tell me, thanks for coming out. 00:00:24.405 --> 00:00:26.805 We liked everything that we, that you showed us. 00:00:26.805 --> 00:00:27.915 We really like you. 00:00:28.155 --> 00:00:30.314 But they're sensing this hesitation, and I know it. 00:00:30.375 --> 00:00:33.285 This kind of piggybacks off the previous video I did on, they 00:00:33.285 --> 00:00:34.754 liked you but didn't go with you. 00:00:35.115 --> 00:00:36.375 So what's what? 00:00:36.405 --> 00:00:38.504 What he asked me is, Adam, why is this happening? 00:00:38.504 --> 00:00:41.114 How does someone like me, how do they thank me for coming out? 00:00:41.265 --> 00:00:45.345 But then how do they get stuck in this place of indecision and just cheer? 00:00:45.635 --> 00:00:49.165 Hesitation and that my friend is exactly what I'm gonna be answering 00:00:49.165 --> 00:00:52.715 in this video so you know why it's happening and what you can do 00:00:52.865 --> 00:00:54.394 to keep it from happening again. 00:00:55.925 --> 00:00:59.045 Before we get to it, just wanna say quick welcome or welcome back, um, with 00:00:59.050 --> 00:01:00.875 this new series and any new series I do. 00:01:01.295 --> 00:01:03.305 I look to you, I make these videos for you. 00:01:03.305 --> 00:01:04.595 If you like 'em, give 'em a thumbs up. 00:01:04.745 --> 00:01:06.455 If you don't give 'em a thumbs down. 00:01:06.455 --> 00:01:09.634 I'll see all this stuff here on YouTube, uh, through our analytics. 00:01:09.634 --> 00:01:10.505 So I appreciate you being here. 00:01:10.655 --> 00:01:13.595 Again, my name's Adam Bens with the roof strategist and everything that I. 00:01:14.620 --> 00:01:17.280 Honestly in my life right now, it's really designed to help use master 00:01:17.280 --> 00:01:20.580 your income goal and give every customer an amazing experience. 00:01:20.580 --> 00:01:22.710 And to give people an amazing experience, we gotta win their business. 00:01:22.920 --> 00:01:24.960 So if they're sitting there saying, Hey, you know, I don't 00:01:24.960 --> 00:01:29.490 really, uh, uh, know what we wanna do yet, but we really like you. 00:01:29.520 --> 00:01:30.420 Well, let's get to it. 00:01:30.420 --> 00:01:31.560 So why is this happening? 00:01:31.650 --> 00:01:32.250 Here's the reason. 00:01:32.250 --> 00:01:35.430 First, I want you to think back to middle school. 00:01:36.570 --> 00:01:38.970 I was in the same math class four years in a row, okay? 00:01:39.450 --> 00:01:43.260 When I was in math class and someone said the something that I didn't underst. 00:01:44.010 --> 00:01:44.610 Immediately. 00:01:44.670 --> 00:01:47.070 I'm like, huh, my arm shoots up like this. 00:01:47.070 --> 00:01:49.590 And I'm like, I got my question teacher calling me. 00:01:49.980 --> 00:01:53.430 And my teacher is continuing to teach for about five minutes longer for 00:01:53.430 --> 00:01:57.240 the rest of the class who is not as special needs as I was at the time. 00:01:57.630 --> 00:02:00.180 And then she goes, okay, Adam, what was your question? 00:02:00.185 --> 00:02:03.270 And I'm like, all right, well I lost you right here. 00:02:03.390 --> 00:02:04.860 And then you went five more minutes. 00:02:04.860 --> 00:02:07.080 So I need to understand this concept. 00:02:07.080 --> 00:02:08.630 And then everything else you talked. 00:02:09.555 --> 00:02:12.705 . Now I want you to think back, what was it like for you in middle school 00:02:12.885 --> 00:02:15.885 when you had a question that came up and the teacher kept talking? 00:02:15.885 --> 00:02:17.205 Did you retain anything? 00:02:17.535 --> 00:02:20.895 Chances are it all fell on deaf ears. 00:02:21.255 --> 00:02:25.875 And the same thing is happening with your customers and with our customers when 00:02:25.995 --> 00:02:28.605 they have questions that aren't answered. 00:02:28.835 --> 00:02:31.715 We will never, ever, ever, ever get to. 00:02:31.715 --> 00:02:32.105 Yes. 00:02:32.135 --> 00:02:35.045 Which is one of the reasons in my program, the complete closing strategy, which 00:02:35.045 --> 00:02:38.195 is part of my full sales system, by the way, accessible for you and your team 00:02:38.195 --> 00:02:41.975 currently being used by many, many, many, many, many, many thousands of people for 00:02:41.975 --> 00:02:45.785 both storm and retail in every single state in the us from tiny companies to 00:02:45.790 --> 00:02:49.805 quite a few of the top a hundred roofing companies in America in that sales system. 00:02:49.865 --> 00:02:53.735 The way I teach to close is a tee up where we ask two questions. 00:02:53.740 --> 00:02:56.495 First one is, any questions for me so far? 00:02:56.645 --> 00:02:59.250 And the second one, Does all this make sense? 00:02:59.310 --> 00:03:04.740 And the reason we ask those before we close is to draw out any questions that 00:03:04.740 --> 00:03:08.040 they may have because you and I know if the questions are there, there's not 00:03:08.040 --> 00:03:10.050 one chance that they're gonna say yes. 00:03:10.350 --> 00:03:12.990 But I know I'm guessing what you're thinking right now, which is, 00:03:13.170 --> 00:03:16.440 well, Adam, I answered all their questions and they still said, 00:03:16.920 --> 00:03:18.269 you know, we gotta think about it. 00:03:18.510 --> 00:03:19.620 We'll call you in a few days. 00:03:19.620 --> 00:03:21.300 We really liked you, but we chose someone else. 00:03:21.660 --> 00:03:23.820 Well, here's the reason that's happening. 00:03:24.269 --> 00:03:25.470 The reason that's happening. 00:03:26.640 --> 00:03:30.660 they are questions that they have that they are not aware of. 00:03:30.665 --> 00:03:32.940 Let's go through this one more time. 00:03:33.480 --> 00:03:35.640 They have questions in their mind. 00:03:36.045 --> 00:03:40.485 That they are unaware of, meaning people need to know what happens next. 00:03:40.485 --> 00:03:44.355 And it's one of the reasons that I have that I teach people, you 00:03:44.355 --> 00:03:45.975 have to explain the whole process. 00:03:45.975 --> 00:03:48.615 That what happens after they give you the check. 00:03:48.615 --> 00:03:50.505 What happens after they sign the contingency? 00:03:50.775 --> 00:03:53.595 Does what happens with the material delivery, the prep of the house, 00:03:53.655 --> 00:03:55.455 the actual construction process. 00:03:55.545 --> 00:03:58.725 And it will tell you, I was so guilty of this cause I'm just like focusing 00:03:58.725 --> 00:04:01.425 on the front end of what their immediate needs are and we can help. 00:04:01.545 --> 00:04:04.965 And I, I found a lot of people were in this indecision or hesitation. 00:04:06.795 --> 00:04:12.765 And the main reason for that was they, they never understood what happened after. 00:04:12.765 --> 00:04:14.804 So let's use this analogy as an example. 00:04:14.954 --> 00:04:18.224 Let's say you go into a, into a knee surgeon, you blow your knee out, you 00:04:18.224 --> 00:04:22.395 tear your acl, and MCL surgeon number one says, Hey man, uh, you need surgery. 00:04:22.395 --> 00:04:23.385 We need to get you in right away. 00:04:23.390 --> 00:04:24.765 We'll do an absolutely awesome job. 00:04:24.765 --> 00:04:25.755 I've been doing this a while. 00:04:25.755 --> 00:04:26.155 You're in. 00:04:26.969 --> 00:04:27.840 You're like, okay, great. 00:04:28.049 --> 00:04:30.659 Surgeon number two says, Hey man, you absolutely need surgery. 00:04:30.659 --> 00:04:31.530 Both your knees are blown up. 00:04:31.530 --> 00:04:32.729 I've been doing this a long time. 00:04:32.880 --> 00:04:33.630 You're in good hands. 00:04:33.719 --> 00:04:35.070 Here's what's gonna happen. 00:04:35.280 --> 00:04:37.530 You're gonna come in, we're gonna put you under some anesthesia. 00:04:37.679 --> 00:04:38.609 You won't feel a thing. 00:04:38.849 --> 00:04:41.070 Once you're under, we're gonna do our procedure. 00:04:41.070 --> 00:04:41.520 We're gonna use. 00:04:42.050 --> 00:04:44.060 Some, uh, cadaver parts in your knee. 00:04:44.240 --> 00:04:46.730 You're gonna come out, you'll be under pain management. 00:04:46.730 --> 00:04:48.080 We'll have a brace on you. 00:04:48.320 --> 00:04:50.210 Uh, you will be immobile for a little bit. 00:04:50.210 --> 00:04:50.810 Don't worry. 00:04:51.140 --> 00:04:53.690 There will be some pain we'll have on you on pain management. 00:04:53.840 --> 00:04:57.380 Then you're gonna go into physical therapy to get some range of motion back. 00:04:57.530 --> 00:04:59.810 We're gonna re strengthen things in about 12 weeks. 00:04:59.930 --> 00:05:02.720 You're gonna be out, moving around like no time in three, four months later, 00:05:02.720 --> 00:05:05.900 you're gonna be on your bike and running again, like it never even happened. 00:05:06.380 --> 00:05:07.550 So which one do you. 00:05:08.490 --> 00:05:11.820 , the second one, right, the second doctor, because he or she explained 00:05:12.030 --> 00:05:14.969 everything, which puts you what at ease, which makes you what? 00:05:14.969 --> 00:05:17.550 Trust them, which makes you feel comfortable, which makes you feel 00:05:17.555 --> 00:05:21.030 confident in their ability to do their job and take care of you. 00:05:21.210 --> 00:05:21.479 Key. 00:05:22.080 --> 00:05:23.789 Take care of you, and I know you want to take care. 00:05:24.365 --> 00:05:25.715 Of your customer. 00:05:25.985 --> 00:05:29.806 So let's summarize why this is happening and what is at the root 00:05:29.811 --> 00:05:31.895 cause of hesitation from homeowners. 00:05:32.105 --> 00:05:35.135 It is number one, questions that they have that you did not answer. 00:05:35.344 --> 00:05:38.315 Meaning that you went in for the close before you asked the 00:05:38.320 --> 00:05:41.855 question, or number two, it was because you didn't give enough. 00:05:42.465 --> 00:05:45.675 Information that they had, questions like what happens next? 00:05:45.675 --> 00:05:47.445 But they never formulated that question. 00:05:47.625 --> 00:05:51.645 There was just this missing gap in the story or the narrative, and they couldn't 00:05:51.650 --> 00:05:53.715 plug it in with your information. 00:05:53.715 --> 00:05:55.635 So they make up their own, which is that you don't care or don't 00:05:55.635 --> 00:05:56.715 know what you're talking about. 00:05:57.105 --> 00:05:58.395 So how do we fix this? 00:05:58.620 --> 00:06:02.670 Very simply, number one is we always ask the questions 00:06:02.670 --> 00:06:03.810 before we go in for the close. 00:06:04.020 --> 00:06:05.190 Does all this make sense? 00:06:05.190 --> 00:06:05.940 Do you have any questions? 00:06:05.940 --> 00:06:06.240 Excuse me. 00:06:06.240 --> 00:06:06.780 Other way around. 00:06:06.930 --> 00:06:07.890 Do you have any questions for me? 00:06:07.890 --> 00:06:09.060 Does all this make sense? 00:06:09.270 --> 00:06:09.720 All right. 00:06:09.750 --> 00:06:13.620 The next thing we wanna do is make sure to explain the entire 00:06:13.620 --> 00:06:15.180 process in our presentation. 00:06:15.180 --> 00:06:17.520 I teach all that more for you and your team. 00:06:17.550 --> 00:06:20.640 You can learn it in our sales system called the Roofing Sales Success Formula. 00:06:21.065 --> 00:06:23.344 And if you're interested, owners and managers, we'd be happy to do 00:06:23.344 --> 00:06:24.875 a demo for you, tour you around. 00:06:25.025 --> 00:06:31.835 Just text the word demo, uh, to 3 0 3 2 2 2 71 33. 00:06:31.835 --> 00:06:34.745 That's 3 0 3 2 2 2 71 33. 00:06:34.835 --> 00:06:36.935 And there's also a link in the description below. 00:06:37.175 --> 00:06:41.945 So now I want you to take this information and look back reflectively because 00:06:41.945 --> 00:06:44.795 sales, my friends, is applied psychology. 00:06:46.250 --> 00:06:49.320 So what I want you to do is look back to the last few appointments you've run where 00:06:49.320 --> 00:06:51.090 you've heard this or felt that hesitation. 00:06:51.360 --> 00:06:51.990 Thanks for coming out. 00:06:51.990 --> 00:06:52.620 We really liked you. 00:06:52.620 --> 00:06:55.230 We just decided to go a different direction, and what I want you to do 00:06:55.235 --> 00:06:58.469 is think, did I go in for the close without drawing out all their questions 00:06:58.469 --> 00:07:02.310 and objections first, or did I really explain the entire process, or did I 00:07:02.310 --> 00:07:04.840 shortchange 'em and explain just the parts I thought they needed to hear? 00:07:05.669 --> 00:07:08.340 And once you've self-reflected, that is the best way to learn. 00:07:08.489 --> 00:07:10.679 Now you can create an action plan of what you're gonna do 00:07:10.679 --> 00:07:12.239 on the next sales appointment. 00:07:12.390 --> 00:07:14.909 Hey, thank you so much for joining me today in this video. 00:07:15.059 --> 00:07:17.700 If you like this format, do let me know, drop a comment if you have 00:07:17.700 --> 00:07:21.809 questions, and I'll answer 'em in the next sales conversation over coffee. 00:07:22.049 --> 00:07:24.059 Um, just cuz our time here is about to wrap up doesn't 00:07:24.090 --> 00:07:25.710 mean your and my time has to. 00:07:26.070 --> 00:07:28.500 I just spilled coffee all over myself due to my excitement. 00:07:28.740 --> 00:07:31.740 You can click right here to jump into the next video that you two thinks 00:07:31.740 --> 00:07:34.860 you're gonna love, or get inside our brand new free training center. 00:07:34.890 --> 00:07:36.810 Again, a hundred percent free or right here. 00:07:36.930 --> 00:07:38.040 We'll see you on the next one. 00:07:38.370 --> 00:07:39.420 I gotta go clean up some coffee. 00:07:39.510 --> 00:07:40.080 We'll catch you later.