What if I told you that the real secret to overcoming objections had nothing to
do with rebuttals or maybe even using the a r O formula that I teach myself?
You might think I'm crazy, you might call me a hypocrite, or you might
be super curious to see, well, what the heck is this guy gonna say?
And I'm glad you're here because in this video I want to break down all the
misconceptions around objections and help you become an absolute boss at tackling
them so you can smash your income goal and give every customer in amazing experience,
which is everything that I do here.
So welcome or welcome back, Adam Besman here.
All right, listen, objections are one of the hottest topics in sales.
And for many of us, we practice rebuttals, which I don't like that word, and
quite frankly don't like that approach cuz it's like throwing a right hook.
I teach the a R o objection handling formula, but how can I even bring these
up if I just told you that the real secret has nothing to do with how we respond?
Well, the framework them to be teaching you right now is what's used by what I'll
call the top professional salespeople.
Folks like Jerome, who at 21 years old are closing at 76%.
Selling retail or folks like Matthew's sales team, Butch, by the way, he posted
this publicly in industry Facebook group, that his sales reps who quote unquote
couldn't save deals to close their lives, are now closing five to seven deals per
week because they're using this framework.
And that's what I'll be teaching with you here today.
Now, if we leave it up to our customers to ask questions, there's a big problem.
Number one, sometimes they don't know what to ask.
This is a common theme.
If someone says, thanks for coming out, we gotta think about it.
It's often cuz you didn't leave them with enough information to make a decision and
they don't even know what else to ask.
So there's just this like empty feeling, almost like watching a
movie and then the power goes out and you're like, well, how's it end?
And then like an hour later you kind of forget about the movie, but you
still have that angst and that's what's happening with our homeowners.
Or number two, you're leaving it up to them, to be honest with you, which
is a big problem because they're usually not, in fact, most objections,
they're just blowing smoke when they say, I gotta talk to my wife about it.
That just means we want you out of the house.
All right, and then number three, it requires them to voice their
objection and for you to properly overcome it after they are.
Concerned about it.
So think of it like this, when you were back in high school, for example,
and you were struggling in school, if you put your hand up and had a
question, the teacher might call on you five minutes later, right?
But by the time your hand went up and then when the teacher called
on you, did you retain any of this?
Chances are you didn't.
And that's what's happening with our customers.
So by the time they ask you a question, they've had this uncomfortable
feeling, it's gotten bigger and bigger, and they're not listening.
And then finally they ask, and everything else you shared before they didn't hear.
So what we need to do instead is get ahead of all of the objections.
And this is challenging for some people, and it was for me when I was new in sales.
Because when I was new in sales, and let me know if you've done this as
well in the comments section below.
Admit guilt, this is how we grow.
We all get better and we're not super proud of the past.
Right?
But I remember being, uh, a newer salesperson being like, well, if I just do
a really good job presenting and pleasing them, then they won't ask me Those
really challenging, difficult questions.
Yeah, it doesn't work.
So I learned this strategy by.
Working in direct sales, even beyond my roofing experience and specifically
working with a law firm, I helped them increase their close rate of
wanted cases from 76% to 90% week over week for five years running.
And by the way, it was actually 90 to 100% of wanted cases for five years running.
Audited by a team of multiple people.
Two in-house, one external consultant, all by using this framework.
So here's what it is.
What we do is we overcome all of the big objections proactively
throughout our presentation.
I'm gonna break down storm in retail for you right now.
Common themes, if you hear it in a storm damage claim, let's hit storm first.
Hey, the, the damage doesn't look that bad.
I think we're okay.
Remember your first, I call it the hail walk, where you're looking
down, you're like bird poop.
Liken.
Yeah.
No, that's nothing here.
Nothing.
Oh no, that's footfall.
That's mechanical.
Oh, we got one.
Then you bend down and you circle it and then you're like,
all right, we need nine more.
And I remember one time I sat down and I showed a homeowner my, like, my finger.
I'm like, look, you got hail damage.
And I remember the glance the, the wife gave the husband like, they want
me to replace the roof from that.
And I felt the same way the first time I saw a roofer
plates, cuz they didn't get it.
Or the next objection is I don't want to file a claim because they
don't understand why the insurance covers it or the other big objection.
I wanna wait and get three estimates cuz my insurance company told me.
These are big problems that often if we do a great job presenting, we
know they have damage, we'll get a yeah, damage doesn't look that bad.
You know, I really don't wanna file a claim.
Hey, my insurance company said I should get three estimates.
And then how about on the retail side?
You're going into the house.
Chances are you're not gonna be the cheapest.
I sure as heck hope you are not.
Cuz otherwise the race to the bottom, there's always someone
willing to do it cheaper.
I never ever wanna be the cheapest.
So top objection on the retail front.
You are too expensive.
Or the second one is homeowners have sticker shock and they're like,
wow, that's more than I thought.
So we'll say, I wanna see if we can get one or two more years out
of our roof, or we're gonna go ahead with the repair instead.
And then again, just like on the re storm side, one of the other big objections
is I want to get three estimates.
So if we wait for these to come up, we're too late.
So instead, what we wanna do is sprinkle these in throughout the presentation
to provide context to our homeowners, and I'll explain a little bit how, in
fact, a great video to watch to learn some of this is my video up here.
On why you should never tell a homeowner the roof is damaged.
Okay?
By the way, retail friends still watch that video.
The concepts apply directly to you.
It's a technique known as you, excuse me, known as framing.
Then the other objections I'm going to overcome before I even present,
once I have the opportunity to present, which I in my training
system, ask for permission to pitch.
The first thing I'm gonna do is knock down objections two and three, which
is, I, I don't wanna file a claim quite yet, or the insurance told me
to get a, a few estimates and, uh, I don't wanna pay my deductible.
Or someone said they'd eat my deductible, or Can you help with my deductible?
I'm gonna tackle all of that before I even present.
And on the retail front, I'm gonna tackle the objection of we aren't gonna be the
cheapest, meaning you're too expensive.
I'm gonna tackle the objection of.
I wanna wait.
So that way when they go through these numbers, they're gonna
have a very compelling reason not to wait and to do it now.
And I'm gonna get past the, I wanna get multiple estimates all
upfront before I even present.
That way, I've put the homeowner at ease in their wide open, with full
attention to hear my entire presentation.
Now, the last thing that I wanna do is give you a homework assignment.
To do this, there's two things that you're gonna do.
Step number one, I want you to get out a pad, uh, a paper and a pen.
And I want you to put yourself in the shoes of, of your homeowners.
Pretend that you're them.
You know nothing about roofing, and you are shopping for a new roof on the
retail side, or if it's storm damage.
Put yourself in that situation that you had a recent storm, and I want you
to write down all of the questions.
Or concerns that you would have as a homeowner.
Things like, I don't wanna be taken, I know roofers are scam artists.
I've seen it on the news.
Uh, I want a fair price, fair value, and I don't want to overpay and I
don't wanna be featured on the news.
Uh, do I need to get multiple estimates?
Put yourself in their shoes.
Same on the retail side.
List everything out.
In that way your presentation can speak to them and you build a tremendous
amount of trust because it's like you've joined the conversation that's
already going on inside their own head.
That's task number one.
In fact, I recently did this with Kennedy on our team.
When she jumped on board as part of her training, imagine your shopping
Kennedy for training program.
I want you to list all the questions that you'd have.
And she listed five and I was like, Kennedy.
Let's go deeper, and she ended up with nearly three full pages
of notes and questions of what will be going through our mind.
Is it a good fit?
How long is it gonna take my team?
Are they gonna use it?
How long, excuse me, do I have reporting and access to see
what they've gone through?
Is it gonna get results?
What happens?
Is it too much information to give to someone?
Are they gonna start their own company?
All of the big questions and objections she listed out.
And as a result of that, has become a really incredibly
powerful, uh, salesperson.
And then your second task is very simple.
Here's your second assignment.
Write down all of the questions and all of the objections that you get.
This way when you present, you can say, many homeowners ask me in
the bigger and scarier they are.
Bring them up.
Early in the appointment, and if you do these two things and just these two things
from this video thing, number one, write down as if you were a customer, all the
questions and concerns you would have.
And then number two, write down all the questions that you get or
objections, because you'll notice when you start to review those.
They're different because not everybody is going to vocalize their
core concerns for many, many reasons.
They don't trust you, they don't feel comfortable, they're
not consciously aware of them.
So when we can address both of these, your sales presentation becomes wildly powerful
and that my friend, Is the real secret to overcoming objections without having
to work on rebuttals or anything else.
Because when you do it this way, the number of questions and
objections you get reduced because they've been tackled up front.
You build a tremendous amount of trust and you have a clear runway to go in for the
close walk outta that house with not only a deal, but a pocket full of referrals.
And that is what I'd love to help you do.
So if you like this video and you want more, you're gonna love my full sales
system that'll teach you all of that.
To get access or to learn more.
Set up a demo you can see and decide for yourself.
I back everything with a 30 day money back guarantee.
That's right.
I put my money where my mouth is, so if you're not satisfied for
any reason, I will buy it back.
Now you'll know very quickly if you'll love it or you'll hate
it, and that's the whole point.
It's a no pressure.
Appointment for you to see it for yourself and be your own judge.
So the next steps for you would be to click the link in the description
below or text the word demo, D e m o, to 3 0 3 2 2 2 71 33.
And again, I have a packages available for an individual sales
rep or a company team management.
We got you covered.
All right, so text demo, D E M O to 3 0 3 2 2 2 71 33.
My call to action is this, put this into practice.
Make your list of all those questions and concerns.
Write down your top objections.
Build them into your appointment proactively, and you can even
open up with, many people ask me or many homeowners are thinking,
and here's the response, and there you have it, my friend.
The real secret to overcoming objections without relying on rebuttals.
Formulas or anything else.
They're great to have from when you need 'em, but when you do this the
right way, they come up a lot less.
Here's to you and your team smashing your income goals and giving every
customer an amazing experience.
We'll see you in the next one.