WEBVTT NOTE This file was generated by Descript 00:00:00.270 --> 00:00:04.019 What if I told you that the real secret to overcoming objections had nothing to 00:00:04.019 --> 00:00:09.420 do with rebuttals or maybe even using the a r O formula that I teach myself? 00:00:09.945 --> 00:00:12.555 You might think I'm crazy, you might call me a hypocrite, or you might 00:00:12.555 --> 00:00:15.524 be super curious to see, well, what the heck is this guy gonna say? 00:00:15.615 --> 00:00:19.395 And I'm glad you're here because in this video I want to break down all the 00:00:19.400 --> 00:00:24.345 misconceptions around objections and help you become an absolute boss at tackling 00:00:24.345 --> 00:00:28.665 them so you can smash your income goal and give every customer in amazing experience, 00:00:28.675 --> 00:00:31.125 which is everything that I do here. 00:00:31.185 --> 00:00:33.195 So welcome or welcome back, Adam Besman here. 00:00:33.585 --> 00:00:36.765 All right, listen, objections are one of the hottest topics in sales. 00:00:37.125 --> 00:00:40.785 And for many of us, we practice rebuttals, which I don't like that word, and 00:00:40.785 --> 00:00:43.035 quite frankly don't like that approach cuz it's like throwing a right hook. 00:00:43.215 --> 00:00:47.235 I teach the a R o objection handling formula, but how can I even bring these 00:00:47.240 --> 00:00:49.965 up if I just told you that the real secret has nothing to do with how we respond? 00:00:50.295 --> 00:00:54.705 Well, the framework them to be teaching you right now is what's used by what I'll 00:00:54.705 --> 00:00:57.075 call the top professional salespeople. 00:00:57.285 --> 00:01:01.785 Folks like Jerome, who at 21 years old are closing at 76%. 00:01:02.144 --> 00:01:06.015 Selling retail or folks like Matthew's sales team, Butch, by the way, he posted 00:01:06.015 --> 00:01:10.035 this publicly in industry Facebook group, that his sales reps who quote unquote 00:01:10.035 --> 00:01:15.164 couldn't save deals to close their lives, are now closing five to seven deals per 00:01:15.164 --> 00:01:17.685 week because they're using this framework. 00:01:17.865 --> 00:01:19.565 And that's what I'll be teaching with you here today. 00:01:19.905 --> 00:01:25.095 Now, if we leave it up to our customers to ask questions, there's a big problem. 00:01:25.345 --> 00:01:28.375 Number one, sometimes they don't know what to ask. 00:01:28.525 --> 00:01:29.665 This is a common theme. 00:01:29.670 --> 00:01:32.125 If someone says, thanks for coming out, we gotta think about it. 00:01:32.335 --> 00:01:35.635 It's often cuz you didn't leave them with enough information to make a decision and 00:01:35.635 --> 00:01:37.285 they don't even know what else to ask. 00:01:37.465 --> 00:01:40.225 So there's just this like empty feeling, almost like watching a 00:01:40.225 --> 00:01:42.205 movie and then the power goes out and you're like, well, how's it end? 00:01:42.515 --> 00:01:44.855 And then like an hour later you kind of forget about the movie, but you 00:01:44.855 --> 00:01:47.435 still have that angst and that's what's happening with our homeowners. 00:01:47.645 --> 00:01:50.795 Or number two, you're leaving it up to them, to be honest with you, which 00:01:50.795 --> 00:01:55.805 is a big problem because they're usually not, in fact, most objections, 00:01:55.805 --> 00:01:58.985 they're just blowing smoke when they say, I gotta talk to my wife about it. 00:01:59.105 --> 00:02:00.565 That just means we want you out of the house. 00:02:01.385 --> 00:02:05.495 All right, and then number three, it requires them to voice their 00:02:05.495 --> 00:02:09.695 objection and for you to properly overcome it after they are. 00:02:10.410 --> 00:02:11.100 Concerned about it. 00:02:11.100 --> 00:02:14.610 So think of it like this, when you were back in high school, for example, 00:02:14.700 --> 00:02:17.400 and you were struggling in school, if you put your hand up and had a 00:02:17.400 --> 00:02:20.460 question, the teacher might call on you five minutes later, right? 00:02:20.490 --> 00:02:23.520 But by the time your hand went up and then when the teacher called 00:02:23.520 --> 00:02:24.780 on you, did you retain any of this? 00:02:25.305 --> 00:02:26.475 Chances are you didn't. 00:02:26.775 --> 00:02:28.545 And that's what's happening with our customers. 00:02:28.725 --> 00:02:32.595 So by the time they ask you a question, they've had this uncomfortable 00:02:32.595 --> 00:02:35.775 feeling, it's gotten bigger and bigger, and they're not listening. 00:02:35.834 --> 00:02:39.465 And then finally they ask, and everything else you shared before they didn't hear. 00:02:39.915 --> 00:02:44.424 So what we need to do instead is get ahead of all of the objections. 00:02:45.209 --> 00:02:48.480 And this is challenging for some people, and it was for me when I was new in sales. 00:02:48.630 --> 00:02:51.000 Because when I was new in sales, and let me know if you've done this as 00:02:51.000 --> 00:02:52.440 well in the comments section below. 00:02:52.590 --> 00:02:54.030 Admit guilt, this is how we grow. 00:02:54.030 --> 00:02:56.519 We all get better and we're not super proud of the past. 00:02:56.519 --> 00:02:56.820 Right? 00:02:56.850 --> 00:02:59.700 But I remember being, uh, a newer salesperson being like, well, if I just do 00:02:59.700 --> 00:03:03.089 a really good job presenting and pleasing them, then they won't ask me Those 00:03:03.089 --> 00:03:04.620 really challenging, difficult questions. 00:03:05.670 --> 00:03:06.359 Yeah, it doesn't work. 00:03:06.839 --> 00:03:09.239 So I learned this strategy by. 00:03:09.765 --> 00:03:14.234 Working in direct sales, even beyond my roofing experience and specifically 00:03:14.234 --> 00:03:16.695 working with a law firm, I helped them increase their close rate of 00:03:16.695 --> 00:03:22.125 wanted cases from 76% to 90% week over week for five years running. 00:03:22.275 --> 00:03:26.144 And by the way, it was actually 90 to 100% of wanted cases for five years running. 00:03:26.380 --> 00:03:28.239 Audited by a team of multiple people. 00:03:28.239 --> 00:03:31.420 Two in-house, one external consultant, all by using this framework. 00:03:31.420 --> 00:03:32.109 So here's what it is. 00:03:32.350 --> 00:03:37.480 What we do is we overcome all of the big objections proactively 00:03:37.480 --> 00:03:39.070 throughout our presentation. 00:03:39.070 --> 00:03:41.589 I'm gonna break down storm in retail for you right now. 00:03:41.709 --> 00:03:45.820 Common themes, if you hear it in a storm damage claim, let's hit storm first. 00:03:46.390 --> 00:03:48.220 Hey, the, the damage doesn't look that bad. 00:03:48.429 --> 00:03:49.390 I think we're okay. 00:03:49.630 --> 00:03:51.609 Remember your first, I call it the hail walk, where you're looking 00:03:51.609 --> 00:03:52.720 down, you're like bird poop. 00:03:53.500 --> 00:03:54.130 Liken. 00:03:54.130 --> 00:03:54.579 Yeah. 00:03:55.454 --> 00:03:56.655 No, that's nothing here. 00:03:57.015 --> 00:03:57.375 Nothing. 00:03:57.855 --> 00:03:58.185 Nothing. 00:03:58.245 --> 00:03:59.655 Oh no, that's footfall. 00:03:59.834 --> 00:04:00.644 That's mechanical. 00:04:00.795 --> 00:04:01.605 Oh, we got one. 00:04:01.635 --> 00:04:03.045 Then you bend down and you circle it and then you're like, 00:04:03.045 --> 00:04:03.975 all right, we need nine more. 00:04:04.274 --> 00:04:07.845 And I remember one time I sat down and I showed a homeowner my, like, my finger. 00:04:07.845 --> 00:04:09.015 I'm like, look, you got hail damage. 00:04:09.015 --> 00:04:11.325 And I remember the glance the, the wife gave the husband like, they want 00:04:11.325 --> 00:04:12.464 me to replace the roof from that. 00:04:12.795 --> 00:04:14.864 And I felt the same way the first time I saw a roofer 00:04:14.864 --> 00:04:15.734 plates, cuz they didn't get it. 00:04:16.260 --> 00:04:19.680 Or the next objection is I don't want to file a claim because they 00:04:19.680 --> 00:04:23.100 don't understand why the insurance covers it or the other big objection. 00:04:23.250 --> 00:04:26.130 I wanna wait and get three estimates cuz my insurance company told me. 00:04:26.655 --> 00:04:30.105 These are big problems that often if we do a great job presenting, we 00:04:30.105 --> 00:04:32.535 know they have damage, we'll get a yeah, damage doesn't look that bad. 00:04:32.745 --> 00:04:34.155 You know, I really don't wanna file a claim. 00:04:34.305 --> 00:04:36.435 Hey, my insurance company said I should get three estimates. 00:04:36.495 --> 00:04:38.145 And then how about on the retail side? 00:04:38.355 --> 00:04:39.135 You're going into the house. 00:04:39.135 --> 00:04:40.545 Chances are you're not gonna be the cheapest. 00:04:40.545 --> 00:04:42.405 I sure as heck hope you are not. 00:04:42.615 --> 00:04:44.716 Cuz otherwise the race to the bottom, there's always someone 00:04:44.721 --> 00:04:45.825 willing to do it cheaper. 00:04:45.825 --> 00:04:47.325 I never ever wanna be the cheapest. 00:04:47.505 --> 00:04:49.005 So top objection on the retail front. 00:04:49.215 --> 00:04:50.955 You are too expensive. 00:04:51.510 --> 00:04:54.210 Or the second one is homeowners have sticker shock and they're like, 00:04:54.240 --> 00:04:55.350 wow, that's more than I thought. 00:04:55.350 --> 00:04:57.870 So we'll say, I wanna see if we can get one or two more years out 00:04:57.870 --> 00:05:00.810 of our roof, or we're gonna go ahead with the repair instead. 00:05:01.200 --> 00:05:04.560 And then again, just like on the re storm side, one of the other big objections 00:05:04.560 --> 00:05:06.660 is I want to get three estimates. 00:05:07.080 --> 00:05:09.540 So if we wait for these to come up, we're too late. 00:05:09.810 --> 00:05:14.580 So instead, what we wanna do is sprinkle these in throughout the presentation 00:05:14.820 --> 00:05:20.010 to provide context to our homeowners, and I'll explain a little bit how, in 00:05:20.010 --> 00:05:24.060 fact, a great video to watch to learn some of this is my video up here. 00:05:24.385 --> 00:05:27.595 On why you should never tell a homeowner the roof is damaged. 00:05:27.715 --> 00:05:27.955 Okay? 00:05:27.955 --> 00:05:29.815 By the way, retail friends still watch that video. 00:05:29.815 --> 00:05:32.155 The concepts apply directly to you. 00:05:32.155 --> 00:05:34.885 It's a technique known as you, excuse me, known as framing. 00:05:35.215 --> 00:05:39.295 Then the other objections I'm going to overcome before I even present, 00:05:39.325 --> 00:05:42.355 once I have the opportunity to present, which I in my training 00:05:42.360 --> 00:05:43.945 system, ask for permission to pitch. 00:05:44.530 --> 00:05:47.350 The first thing I'm gonna do is knock down objections two and three, which 00:05:47.350 --> 00:05:50.080 is, I, I don't wanna file a claim quite yet, or the insurance told me 00:05:50.080 --> 00:05:53.650 to get a, a few estimates and, uh, I don't wanna pay my deductible. 00:05:53.650 --> 00:05:55.990 Or someone said they'd eat my deductible, or Can you help with my deductible? 00:05:55.990 --> 00:05:58.630 I'm gonna tackle all of that before I even present. 00:05:58.690 --> 00:06:02.200 And on the retail front, I'm gonna tackle the objection of we aren't gonna be the 00:06:02.200 --> 00:06:04.180 cheapest, meaning you're too expensive. 00:06:04.360 --> 00:06:05.560 I'm gonna tackle the objection of. 00:06:05.900 --> 00:06:06.770 I wanna wait. 00:06:06.770 --> 00:06:08.840 So that way when they go through these numbers, they're gonna 00:06:08.840 --> 00:06:11.180 have a very compelling reason not to wait and to do it now. 00:06:11.510 --> 00:06:15.920 And I'm gonna get past the, I wanna get multiple estimates all 00:06:15.920 --> 00:06:17.719 upfront before I even present. 00:06:17.960 --> 00:06:23.540 That way, I've put the homeowner at ease in their wide open, with full 00:06:23.545 --> 00:06:26.330 attention to hear my entire presentation. 00:06:26.690 --> 00:06:30.409 Now, the last thing that I wanna do is give you a homework assignment. 00:06:30.409 --> 00:06:32.690 To do this, there's two things that you're gonna do. 00:06:32.900 --> 00:06:37.020 Step number one, I want you to get out a pad, uh, a paper and a pen. 00:06:37.635 --> 00:06:41.145 And I want you to put yourself in the shoes of, of your homeowners. 00:06:41.265 --> 00:06:42.555 Pretend that you're them. 00:06:42.675 --> 00:06:46.515 You know nothing about roofing, and you are shopping for a new roof on the 00:06:46.515 --> 00:06:48.135 retail side, or if it's storm damage. 00:06:48.135 --> 00:06:51.315 Put yourself in that situation that you had a recent storm, and I want you 00:06:51.315 --> 00:06:53.805 to write down all of the questions. 00:06:54.164 --> 00:06:56.805 Or concerns that you would have as a homeowner. 00:06:56.984 --> 00:07:00.794 Things like, I don't wanna be taken, I know roofers are scam artists. 00:07:00.794 --> 00:07:01.844 I've seen it on the news. 00:07:02.055 --> 00:07:05.835 Uh, I want a fair price, fair value, and I don't want to overpay and I 00:07:05.835 --> 00:07:07.185 don't wanna be featured on the news. 00:07:07.395 --> 00:07:09.585 Uh, do I need to get multiple estimates? 00:07:09.585 --> 00:07:10.695 Put yourself in their shoes. 00:07:10.784 --> 00:07:11.686 Same on the retail side. 00:07:12.095 --> 00:07:13.895 List everything out. 00:07:14.045 --> 00:07:17.945 In that way your presentation can speak to them and you build a tremendous 00:07:17.945 --> 00:07:21.125 amount of trust because it's like you've joined the conversation that's 00:07:21.125 --> 00:07:23.015 already going on inside their own head. 00:07:23.555 --> 00:07:24.905 That's task number one. 00:07:25.085 --> 00:07:27.215 In fact, I recently did this with Kennedy on our team. 00:07:27.215 --> 00:07:30.215 When she jumped on board as part of her training, imagine your shopping 00:07:30.215 --> 00:07:31.146 Kennedy for training program. 00:07:31.565 --> 00:07:33.755 I want you to list all the questions that you'd have. 00:07:33.815 --> 00:07:35.645 And she listed five and I was like, Kennedy. 00:07:36.000 --> 00:07:39.390 Let's go deeper, and she ended up with nearly three full pages 00:07:39.390 --> 00:07:42.120 of notes and questions of what will be going through our mind. 00:07:42.300 --> 00:07:43.020 Is it a good fit? 00:07:43.050 --> 00:07:44.490 How long is it gonna take my team? 00:07:44.700 --> 00:07:45.599 Are they gonna use it? 00:07:45.750 --> 00:07:48.330 How long, excuse me, do I have reporting and access to see 00:07:48.330 --> 00:07:49.200 what they've gone through? 00:07:49.349 --> 00:07:50.520 Is it gonna get results? 00:07:50.640 --> 00:07:51.390 What happens? 00:07:51.480 --> 00:07:53.219 Is it too much information to give to someone? 00:07:53.224 --> 00:07:54.150 Are they gonna start their own company? 00:07:54.180 --> 00:07:56.640 All of the big questions and objections she listed out. 00:07:56.870 --> 00:07:59.660 And as a result of that, has become a really incredibly 00:07:59.660 --> 00:08:01.610 powerful, uh, salesperson. 00:08:01.790 --> 00:08:04.070 And then your second task is very simple. 00:08:04.100 --> 00:08:05.030 Here's your second assignment. 00:08:05.330 --> 00:08:10.010 Write down all of the questions and all of the objections that you get. 00:08:10.520 --> 00:08:15.080 This way when you present, you can say, many homeowners ask me in 00:08:15.085 --> 00:08:17.000 the bigger and scarier they are. 00:08:17.180 --> 00:08:18.500 Bring them up. 00:08:18.795 --> 00:08:23.205 Early in the appointment, and if you do these two things and just these two things 00:08:23.205 --> 00:08:26.775 from this video thing, number one, write down as if you were a customer, all the 00:08:26.775 --> 00:08:28.155 questions and concerns you would have. 00:08:28.335 --> 00:08:31.995 And then number two, write down all the questions that you get or 00:08:31.995 --> 00:08:34.515 objections, because you'll notice when you start to review those. 00:08:34.750 --> 00:08:38.770 They're different because not everybody is going to vocalize their 00:08:38.770 --> 00:08:41.679 core concerns for many, many reasons. 00:08:41.860 --> 00:08:43.809 They don't trust you, they don't feel comfortable, they're 00:08:43.809 --> 00:08:45.370 not consciously aware of them. 00:08:45.580 --> 00:08:51.430 So when we can address both of these, your sales presentation becomes wildly powerful 00:08:51.580 --> 00:08:55.500 and that my friend, Is the real secret to overcoming objections without having 00:08:55.500 --> 00:08:57.840 to work on rebuttals or anything else. 00:08:58.050 --> 00:09:00.600 Because when you do it this way, the number of questions and 00:09:00.605 --> 00:09:03.630 objections you get reduced because they've been tackled up front. 00:09:03.930 --> 00:09:08.190 You build a tremendous amount of trust and you have a clear runway to go in for the 00:09:08.190 --> 00:09:14.190 close walk outta that house with not only a deal, but a pocket full of referrals. 00:09:14.670 --> 00:09:16.230 And that is what I'd love to help you do. 00:09:16.440 --> 00:09:19.440 So if you like this video and you want more, you're gonna love my full sales 00:09:19.440 --> 00:09:20.730 system that'll teach you all of that. 00:09:21.255 --> 00:09:22.905 To get access or to learn more. 00:09:22.995 --> 00:09:25.035 Set up a demo you can see and decide for yourself. 00:09:25.245 --> 00:09:27.435 I back everything with a 30 day money back guarantee. 00:09:27.465 --> 00:09:27.885 That's right. 00:09:27.885 --> 00:09:30.465 I put my money where my mouth is, so if you're not satisfied for 00:09:30.470 --> 00:09:32.385 any reason, I will buy it back. 00:09:32.655 --> 00:09:34.845 Now you'll know very quickly if you'll love it or you'll hate 00:09:34.850 --> 00:09:35.865 it, and that's the whole point. 00:09:35.865 --> 00:09:36.735 It's a no pressure. 00:09:36.980 --> 00:09:40.070 Appointment for you to see it for yourself and be your own judge. 00:09:40.460 --> 00:09:42.710 So the next steps for you would be to click the link in the description 00:09:42.710 --> 00:09:49.940 below or text the word demo, D e m o, to 3 0 3 2 2 2 71 33. 00:09:50.000 --> 00:09:52.700 And again, I have a packages available for an individual sales 00:09:52.700 --> 00:09:54.620 rep or a company team management. 00:09:54.720 --> 00:09:55.431 We got you covered. 00:09:55.850 --> 00:10:00.470 All right, so text demo, D E M O to 3 0 3 2 2 2 71 33. 00:10:01.150 --> 00:10:04.150 My call to action is this, put this into practice. 00:10:04.180 --> 00:10:05.950 Make your list of all those questions and concerns. 00:10:06.100 --> 00:10:07.450 Write down your top objections. 00:10:07.600 --> 00:10:10.270 Build them into your appointment proactively, and you can even 00:10:10.270 --> 00:10:13.300 open up with, many people ask me or many homeowners are thinking, 00:10:13.300 --> 00:10:15.850 and here's the response, and there you have it, my friend. 00:10:16.000 --> 00:10:19.600 The real secret to overcoming objections without relying on rebuttals. 00:10:20.280 --> 00:10:21.780 Formulas or anything else. 00:10:22.020 --> 00:10:24.540 They're great to have from when you need 'em, but when you do this the 00:10:24.540 --> 00:10:26.339 right way, they come up a lot less. 00:10:26.520 --> 00:10:30.000 Here's to you and your team smashing your income goals and giving every 00:10:30.000 --> 00:10:31.319 customer an amazing experience. 00:10:31.680 --> 00:10:32.790 We'll see you in the next one.