WEBVTT NOTE This file was generated by Descript 00:00:00.480 --> 00:00:03.120 When the homeowner tells you, we really like everything, but 00:00:03.120 --> 00:00:06.300 we're in between choosing you and this other roofing company. 00:00:06.795 --> 00:00:11.655 Now in this video, I wanna teach you a very simple two-step process to help you 00:00:11.660 --> 00:00:16.094 close more deals confidently when you're in the home right after you hear this. 00:00:16.305 --> 00:00:21.105 Because in today's time, roofing sales is more competitive than ever before. 00:00:21.285 --> 00:00:23.595 The level of professionalism is rising. 00:00:23.775 --> 00:00:24.705 The number of. 00:00:24.800 --> 00:00:30.050 People investing in professional training instead of just winging it and figuring it 00:00:30.050 --> 00:00:32.270 out like many do or many of the past do. 00:00:32.570 --> 00:00:36.590 We are seeing that inside the house it's getting more cutthroat because in 00:00:36.590 --> 00:00:40.879 the past all it took was just the one professional contractor to show up and 00:00:40.885 --> 00:00:44.595 present, and then the homeowners comparing them to the others being like, Wow. 00:00:44.745 --> 00:00:48.645 The classic chuck in a truck showed up, wasn't prepared, tried to wing 00:00:48.645 --> 00:00:52.035 it, talk his way through it, didn't know what he was doing, whereas the 00:00:52.040 --> 00:00:55.905 professional ran a proper appointment and won the business and now there's 00:00:55.910 --> 00:00:57.045 more and more people doing this. 00:00:57.075 --> 00:01:01.245 And I'm hearing that it's more and more common to hear this objection at the end. 00:01:01.425 --> 00:01:02.175 Thanks for coming out. 00:01:02.175 --> 00:01:04.065 We're choosing between you and this other contractor. 00:01:04.395 --> 00:01:08.235 So what many people do is they literally pull the hand grenade. 00:01:08.810 --> 00:01:11.420 And then instead of throwing the grenade, they throw the pin and they 00:01:11.420 --> 00:01:15.259 blow themselves and the sale up by saying and doing all of the wrong 00:01:15.259 --> 00:01:17.750 things, which often sounds like this. 00:01:18.170 --> 00:01:22.220 Well, we are a great company and we truly do care about our customers. 00:01:22.220 --> 00:01:26.120 We have a better product, a better service, and we put on a great roof 00:01:26.149 --> 00:01:29.509 and we have a, a warranty that is just unmatched by anybody else. 00:01:30.120 --> 00:01:34.230 And when we try to sell ourselves at this moment, it falls on deaf ears. 00:01:34.230 --> 00:01:38.220 And what the homeowner feels is like you are pushing them into a sale where instead 00:01:38.220 --> 00:01:40.770 we need to be pulling them towards us. 00:01:40.800 --> 00:01:43.380 So they choose to work with us on their own. 00:01:43.500 --> 00:01:46.500 And that's what I'm gonna be doing today, is teaching you that. 00:01:46.815 --> 00:01:48.705 In this very simple two-step process. 00:01:48.705 --> 00:01:51.855 First, just wanna say a quick welcome or welcome back, Adam Benjamin here, 00:01:51.855 --> 00:01:55.635 the roof strategist and everything that I do is designed to help you and your 00:01:55.635 --> 00:01:59.565 team smash your income goal and give every customer an amazing experience. 00:01:59.775 --> 00:02:04.965 So if you're looking to level up your game or empower your team to be even more 00:02:04.970 --> 00:02:08.745 powerful salespeople, then I invite you to join me inside my free training center 00:02:08.805 --> 00:02:11.625 and you can text the word free to 3 0 3. 00:02:11.910 --> 00:02:14.130 2, 2, 2 71, 3 3. 00:02:14.130 --> 00:02:15.000 You'll find resources. 00:02:15.000 --> 00:02:18.299 It'll be great for the, the new hire, uh, the person just jumping into the 00:02:18.299 --> 00:02:22.200 industry, the seasoned veteran looking to sharpen the ax, and including managers 00:02:22.204 --> 00:02:26.010 and owners who you want to really arm your team with powerful information 00:02:26.010 --> 00:02:27.149 to close more deals confidently. 00:02:27.179 --> 00:02:31.469 Again, just text the word free to 3 0 3 2 2 2 71 3 3. 00:02:31.475 --> 00:02:33.810 There's no catch, and there's a link in the description as well. 00:02:34.530 --> 00:02:35.220 Alright, let's get to it. 00:02:35.460 --> 00:02:38.820 Two step process to win more deals confidently by pulling 00:02:38.820 --> 00:02:39.930 homeowners towards you. 00:02:40.080 --> 00:02:43.320 When you hear thanks, we're choosing between you and the other contractor 00:02:43.530 --> 00:02:46.950 first, what we need to do is get what I call a pulse check or a commitment 00:02:46.950 --> 00:02:51.090 on how that homeowner really actually feels about working with you. 00:02:51.390 --> 00:02:55.230 Then step two, giving you a little bit of a teaser is going to be learning how 00:02:55.230 --> 00:02:59.460 to ask the right questions so we can sell the right thing to the homeowner. 00:02:59.560 --> 00:03:03.700 With one very, very important disclaimer, you have to be able to fulfill upon 00:03:03.700 --> 00:03:06.550 it because there's nothing worse than a smooth talking salesperson who 00:03:06.550 --> 00:03:09.790 says all the right things to win the business, but then the service end drop. 00:03:09.790 --> 00:03:14.350 So you have to do this the right way with some heart and actual 00:03:14.350 --> 00:03:15.520 care about your customers. 00:03:15.670 --> 00:03:17.020 So let's get to it now. 00:03:17.020 --> 00:03:20.020 First is when you hear this objection, Hey, you know, we're in between 00:03:20.110 --> 00:03:21.910 choosing you and the other contractor. 00:03:22.150 --> 00:03:24.580 We need to get that pulse check and figure out what's the 00:03:24.580 --> 00:03:25.810 temperature of this customer? 00:03:25.810 --> 00:03:26.260 Are they hot? 00:03:26.260 --> 00:03:27.430 Are they, are they warm? 00:03:27.430 --> 00:03:28.060 Are they cold? 00:03:28.240 --> 00:03:28.930 So we want to ask. 00:03:29.405 --> 00:03:30.155 A couple of things. 00:03:30.155 --> 00:03:34.535 And for this example, I want to assume that the husband and wife or their 00:03:34.535 --> 00:03:38.255 partners, whoever's making these decisions together, are both there 00:03:38.435 --> 00:03:39.695 and it's gonna go something like this. 00:03:39.815 --> 00:03:40.984 Hey, completely understand. 00:03:40.989 --> 00:03:42.364 And, and I wanna say thank you. 00:03:42.364 --> 00:03:46.024 I'm truly honored to be selected in the running to earn your business. 00:03:46.030 --> 00:03:48.185 And I know it's a really big deal to choose a contractor that 00:03:48.185 --> 00:03:49.204 you like and that you trust. 00:03:49.475 --> 00:03:50.165 Um, so may I ask. 00:03:50.340 --> 00:03:53.970 Now, how are you feeling about everything that I share with you today and how are 00:03:53.970 --> 00:03:58.950 you feeling about when usually there's a, the, the main person that you're 00:03:58.950 --> 00:04:00.900 selling to of the decision making couple. 00:04:01.110 --> 00:04:05.340 There's one person who's generally spearheading it, and I want 00:04:05.340 --> 00:04:06.690 to pinpoint that person first. 00:04:06.720 --> 00:04:07.800 How are you feeling about everything? 00:04:07.830 --> 00:04:11.670 And they're gonna say something along the lines usually of everything was great. 00:04:11.675 --> 00:04:12.030 Great. 00:04:12.030 --> 00:04:14.280 We really like, we really like you a bunch. 00:04:14.280 --> 00:04:15.630 And you know, we just gotta decide. 00:04:15.810 --> 00:04:17.010 So I, I get this commitment. 00:04:17.010 --> 00:04:20.579 They like everything and I want them to, to share with me how they felt, 00:04:20.730 --> 00:04:24.690 which is usually leading with some compliments and validating their decision. 00:04:24.930 --> 00:04:27.810 Next, what I wanna do is, is turn my attention to the 00:04:27.810 --> 00:04:29.010 other person in the party. 00:04:29.219 --> 00:04:29.700 Well, awesome. 00:04:29.730 --> 00:04:31.409 Well, I appreciate you sharing that, Tom, Peggy, how are 00:04:31.409 --> 00:04:32.280 you feeling about everything? 00:04:32.340 --> 00:04:35.909 And I wanna get the buy-in from both Peggy and Tom. 00:04:36.090 --> 00:04:37.590 They'll say, Peggy, how are you feeling about everything? 00:04:37.650 --> 00:04:40.530 And then generally, Peggy's gonna then say, Hey, everything's great. 00:04:40.540 --> 00:04:41.640 I, I really like it. 00:04:41.830 --> 00:04:44.620 Uh, we really wanna work with you, but we just have to make our decision. 00:04:44.980 --> 00:04:48.700 So those are, that's the first step, is to just get that pulse check. 00:04:48.700 --> 00:04:50.920 How are you feeling about everything, by the way? 00:04:51.100 --> 00:04:53.200 One other thing, if you wanna just add some humor, you can say, 00:04:53.200 --> 00:04:54.730 Hey, you know, quick pulse check. 00:04:54.760 --> 00:04:55.450 How are you feeling about everything? 00:04:55.450 --> 00:04:57.850 Thumbs up, thumbs down, and just leave it like that. 00:04:58.040 --> 00:04:59.360 Then I even sometimes use my thumb. 00:04:59.420 --> 00:05:02.240 And that way when you do that, that homeowner who's hearing it is like 00:05:02.360 --> 00:05:05.150 can just, you're giving them the easy way to say, you know, we really 00:05:05.150 --> 00:05:07.370 didn't like this, or I think we're gonna go a different direction. 00:05:07.610 --> 00:05:09.860 But if they told you that you're running, you're probably not. 00:05:09.950 --> 00:05:10.280 Alright. 00:05:10.280 --> 00:05:11.900 So again, start with Tom, then move to Peggy. 00:05:12.140 --> 00:05:12.800 Next question. 00:05:13.040 --> 00:05:15.200 Now I'd love to hear from each you, when it comes to selecting a 00:05:15.200 --> 00:05:17.300 contractor, what's your biggest concern? 00:05:17.600 --> 00:05:21.080 And the reason that I wanna focus on the biggest concern is this will 00:05:21.140 --> 00:05:23.600 often reveal their biggest objection. 00:05:23.870 --> 00:05:26.330 And you don't always know what it is. 00:05:26.985 --> 00:05:31.455 For many of us, we think it's always gonna be price, but oftentimes it's not. 00:05:31.635 --> 00:05:35.985 Their biggest concern might be working around their schedule at home because 00:05:35.985 --> 00:05:40.035 they're both in home offices, they're running Zoom meetings, and they 00:05:40.035 --> 00:05:41.355 can't have their day interrupted. 00:05:41.355 --> 00:05:42.945 So it can be eyeball, things like this. 00:05:42.950 --> 00:05:45.045 So again, just in summary of step one is. 00:05:45.080 --> 00:05:46.370 How are you feeling about this? 00:05:46.520 --> 00:05:48.890 Let them share step two, excuse me. 00:05:48.919 --> 00:05:51.620 And then we're gonna turn to the, the partner, how are you feeling about this? 00:05:51.620 --> 00:05:52.400 And I've talked to both. 00:05:52.460 --> 00:05:54.740 And then, hey, between both of you, what's your biggest concern? 00:05:54.770 --> 00:05:55.969 And then they can voice it. 00:05:55.974 --> 00:05:58.340 And now we know what we need to address. 00:05:58.580 --> 00:05:58.789 Now. 00:05:58.789 --> 00:06:02.270 Step two is follow up questions. 00:06:02.390 --> 00:06:05.180 These follow up questions can be something like these three. 00:06:05.180 --> 00:06:06.680 And I would recommend writing these down. 00:06:06.680 --> 00:06:07.729 If you're the note taking type. 00:06:07.969 --> 00:06:09.890 How will you, so I'm talking to Tom and Peggy. 00:06:10.039 --> 00:06:12.950 Tom, how will you and Peggy decide which contractor is best for you? 00:06:13.455 --> 00:06:16.635 What we're doing is asking into their decision making process, 00:06:16.875 --> 00:06:18.435 what, how will they decide? 00:06:18.705 --> 00:06:23.145 And this is a relatively open-ended question, which means you might get 00:06:23.205 --> 00:06:26.505 direct criteria, like, well, we're gonna factor in the price and the warranty. 00:06:26.565 --> 00:06:29.985 And you might say, Hey, well we're going to wait till the next person comes out and 00:06:29.985 --> 00:06:32.895 we have one more, and then we're gonna sit down and review everything side by side. 00:06:33.015 --> 00:06:33.345 Alright? 00:06:33.465 --> 00:06:36.135 Question number two, what's the most important thing? 00:06:36.170 --> 00:06:38.480 To you when it comes to selecting a contractor. 00:06:38.690 --> 00:06:41.510 So what I've done is in the beginning I asked what's their biggest concern? 00:06:41.780 --> 00:06:44.690 And then I've asked, what is the most important thing to you when 00:06:44.690 --> 00:06:46.010 it comes to selecting a contractor? 00:06:46.040 --> 00:06:48.950 And often they're gonna say, a reputable company who stands behind 00:06:48.950 --> 00:06:52.820 their work, does the the job at a fair value and then is gonna be 00:06:52.820 --> 00:06:54.680 there for us if anything comes up. 00:06:54.980 --> 00:06:56.810 And that's a very common. 00:06:57.135 --> 00:06:58.725 Response or something like that. 00:06:58.815 --> 00:07:01.875 And then the third question is my favorite question. 00:07:01.875 --> 00:07:04.365 It says, Hey, understand this is a really big decision. 00:07:04.545 --> 00:07:07.665 If we were to just play in fantasy land for a minute and remove 00:07:07.665 --> 00:07:12.075 price, if money was not an object, who would you be comfortable 00:07:12.075 --> 00:07:13.995 moving forward with in this way? 00:07:13.995 --> 00:07:18.585 What we do is we've removed the financial component to help that customer make the 00:07:18.585 --> 00:07:23.565 emotional decision first, which if you did a great job in the home and you won. 00:07:24.015 --> 00:07:27.495 Again, by creating a better experience, a stronger emotional experience, and 00:07:27.495 --> 00:07:29.685 then you won the comparison against how they're looking at others. 00:07:29.925 --> 00:07:32.175 You've likely done that work and the one. 00:07:32.535 --> 00:07:35.685 Limiting factor is that financial component, that financial difference. 00:07:36.135 --> 00:07:40.035 And what we can do at this point is now speak to their answers, 00:07:40.275 --> 00:07:44.715 if we can appeal to their deepest desires and their requests. 00:07:44.865 --> 00:07:47.055 So again, we're gonna summarize this again in those two steps. 00:07:47.055 --> 00:07:49.065 Step one is, Hey Tom, thank you so much. 00:07:49.065 --> 00:07:52.785 Now, before I get going here, I'd love to hear from you, just a quick pulse check. 00:07:52.785 --> 00:07:54.225 How are you feeling about everything I share with you? 00:07:54.405 --> 00:07:55.035 Oh, it was great. 00:07:55.065 --> 00:07:55.455 Awesome. 00:07:55.665 --> 00:07:57.885 And Peggy, how are you feeling about everything I share with you? 00:07:58.455 --> 00:07:59.385 Oh, so great. 00:07:59.414 --> 00:07:59.895 Excellent. 00:08:00.105 --> 00:08:03.525 And what would be your biggest concern when it comes to selecting a contractor? 00:08:03.825 --> 00:08:06.284 Well, our biggest concern is we just want to get a fair price. 00:08:06.344 --> 00:08:08.955 I can completely respect that, and I'm not even gonna respond to that yet. 00:08:09.164 --> 00:08:10.305 Now I'm gonna move on to step two. 00:08:10.995 --> 00:08:12.075 Because I'm just fact gathering. 00:08:12.075 --> 00:08:15.285 Step two, how will you and Peggy decide which contractor's best for you? 00:08:15.495 --> 00:08:18.345 Let Peggy and Tom share if you're a note taker, write these down. 00:08:18.675 --> 00:08:21.705 Next one, what's the most important thing, the number one, most 00:08:21.705 --> 00:08:23.535 important thing to you when it comes to selecting a contractor? 00:08:23.775 --> 00:08:24.735 Let them share. 00:08:24.795 --> 00:08:28.605 And the third question is, if money was no object whatsoever. 00:08:29.115 --> 00:08:31.815 Which contractor would you feel most comfortable working with? 00:08:31.965 --> 00:08:33.674 And they'll describe that contractor. 00:08:33.975 --> 00:08:38.414 Now, once I have all of this information, which is their biggest concern, how 00:08:38.414 --> 00:08:41.115 they're gonna make the decision, what's the most important thing to them? 00:08:41.145 --> 00:08:43.275 And then if money was no object, who could they speak to? 00:08:43.485 --> 00:08:46.725 Now they've given me all of the answers already, which I 00:08:46.725 --> 00:08:48.375 can reiterate back to them. 00:08:48.375 --> 00:08:52.150 You, what you described is, And then I'll share that information and if 00:08:52.150 --> 00:08:55.570 we fit the bill, I'll plug in all those specific details of how we do. 00:08:55.810 --> 00:08:59.530 And now I can go in for the close and if I don't close that deal, I'll get that 00:08:59.530 --> 00:09:03.700 follow up appointment set before I leave the house so I can ink it upon my return. 00:09:04.090 --> 00:09:05.110 So there you have it, my friends. 00:09:05.320 --> 00:09:09.820 That is my opinion of the best way to handle the situation when 00:09:09.820 --> 00:09:13.060 the homeowner says, we're choosing between you and the other contractor. 00:09:13.150 --> 00:09:17.030 And remember this, That the other contractor is likely gonna make that 00:09:17.030 --> 00:09:21.470 grenade mistake to blow himself up by simply selling himself and making that 00:09:21.470 --> 00:09:25.280 homeowner feel pushed where you, my friend, are asking intelligent questions 00:09:25.280 --> 00:09:28.190 to learn about what they want, and then providing them everything they just 00:09:28.190 --> 00:09:32.720 share with you by pulling them towards you so they choose you on your own. 00:09:32.720 --> 00:09:34.850 Free will use this two step technique. 00:09:35.055 --> 00:09:37.545 And you, my friend, will close more deals confidently and 00:09:37.545 --> 00:09:39.435 more easily inside the house. 00:09:39.705 --> 00:09:42.225 Hey, thanks for joining me in today's video and, uh, just 'cause 00:09:42.225 --> 00:09:45.525 our time here is about to wrap up, doesn't mean your and my time has to. 00:09:45.705 --> 00:09:48.495 So if you haven't done it already, jump into the free training center right here. 00:09:48.495 --> 00:09:51.255 There's great information for you and your team, and tons of 00:09:51.255 --> 00:09:52.575 videos organized by categories. 00:09:52.785 --> 00:09:56.325 There's a new webinar in there, the $8 million in-home sales System. 00:09:56.325 --> 00:09:57.045 By the way, one rep. 00:09:57.610 --> 00:10:01.240 Oh, one rep sold 8 million, so a bunch of stuff in there and being added. 00:10:01.480 --> 00:10:03.640 If you want to hang with me here on YouTube, YouTube thinks you're really 00:10:03.640 --> 00:10:05.770 gonna love this video, and I'll see you. 00:10:05.770 --> 00:10:06.400 And the next one.