WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.720 I'm gonna teach you the two most powerful strategies to overcome 00:00:04.725 --> 00:00:09.270 objections, because at the end of the day, if you're not following a plan 00:00:09.270 --> 00:00:11.340 in your head, you end up winging it. 00:00:11.340 --> 00:00:12.600 And believe me, I've done that. 00:00:12.605 --> 00:00:14.130 I've talked my way through things. 00:00:14.340 --> 00:00:15.600 You know, it works for a while. 00:00:15.600 --> 00:00:18.300 Then you get in a sales slump, customers knock you off course. 00:00:18.510 --> 00:00:21.750 You move on to bigger sales, like commercial sales or multi-family with 00:00:22.150 --> 00:00:25.770 multiple decision makers, and the stuff that you used to use before by 00:00:25.770 --> 00:00:28.830 winging it or talking your way through it because you're a smooth talker. 00:00:28.830 --> 00:00:32.700 You have experience all of a sudden starts to crumble and not be that effective. 00:00:32.970 --> 00:00:36.930 And the real thing that separates, um, phenomenal salesperson 00:00:36.930 --> 00:00:38.610 from a mediocre salesperson. 00:00:39.735 --> 00:00:43.815 Intention in the intention of following a proven process that 00:00:43.815 --> 00:00:45.585 works with how we think as humans. 00:00:45.585 --> 00:00:48.644 Because all of us think very, very similarly, we make 00:00:48.644 --> 00:00:49.845 decisions very similarly. 00:00:50.025 --> 00:00:53.385 So when you have a framework to follow, or a formula, which is what 00:00:53.390 --> 00:00:56.715 I teach, is formulas and systems, they're really easy to follow. 00:00:56.925 --> 00:00:59.025 Um, by the way, that's all included in our sales system. 00:00:59.295 --> 00:01:01.095 These become second nature. 00:01:01.095 --> 00:01:02.055 You understand? 00:01:02.085 --> 00:01:02.955 Oh, I got an objection. 00:01:02.955 --> 00:01:04.125 I got Path one, path two. 00:01:04.425 --> 00:01:08.199 So in this video, We're gonna kind of sh shake out all the, I'm gonna 00:01:08.199 --> 00:01:11.050 wing it on objection handling and teach you the following. 00:01:11.050 --> 00:01:15.369 Number one, I'm gonna teach you the best two ways, the two most 00:01:15.399 --> 00:01:17.470 powerful ways to overcome objections. 00:01:17.679 --> 00:01:21.039 Then I'm gonna teach you how to choose which path to take when. 00:01:21.190 --> 00:01:23.740 So the next time that you're out in the field, you've got like a 00:01:23.744 --> 00:01:26.710 really clear vision of a, I got this objection and I can go this. 00:01:27.040 --> 00:01:28.870 Or that way, and we have it narrowed down. 00:01:28.930 --> 00:01:33.460 We become robots in a good way, not robotic, but robots, meaning you're 00:01:33.460 --> 00:01:36.610 firing on autopilot without skipping a beat because you are literally 00:01:36.610 --> 00:01:38.740 programmed for it and it is amazing. 00:01:38.920 --> 00:01:43.060 So remember, this is not robotic, like I am reading the word for word script. 00:01:43.240 --> 00:01:43.930 Uhuh not like that. 00:01:43.930 --> 00:01:46.270 I mean robotic as in you can't fool me. 00:01:46.360 --> 00:01:47.800 You can't catch me on my heels. 00:01:48.040 --> 00:01:49.720 I am a machine. 00:01:49.870 --> 00:01:53.230 So let's turn to you into an objection handling machine, right? 00:01:53.880 --> 00:01:56.610 In this video, uh, first quick welcome or welcome back. 00:01:56.610 --> 00:02:00.300 My name's Adam Ben, the roof strategist, and everything that I do here is 00:02:00.690 --> 00:02:03.270 designed to help you and your team smash your income goal and give 00:02:03.270 --> 00:02:05.490 every customer an amazing experience. 00:02:05.490 --> 00:02:08.460 So if you like this video and you want more, you're gonna love our 00:02:08.465 --> 00:02:10.829 brand new free training center. 00:02:11.039 --> 00:02:14.010 You can get in right now by clicking the link in the description, uh, on 00:02:14.010 --> 00:02:15.690 the podcast or, or the YouTube channel. 00:02:15.870 --> 00:02:19.200 And if you're cruising around as long as it's safe, please text wells. 00:02:19.200 --> 00:02:20.490 Pop your link, text the word. 00:02:20.950 --> 00:02:26.140 F r e e to the number 3 0 3 2 2 2 71 33. 00:02:26.350 --> 00:02:30.070 That's 3 0 3 2 2 2 71 33. 00:02:30.100 --> 00:02:30.369 All right. 00:02:30.369 --> 00:02:32.019 Two most powerful objection handling strategies. 00:02:32.170 --> 00:02:32.500 Go. 00:02:32.500 --> 00:02:33.040 Let's go. 00:02:33.190 --> 00:02:36.429 We're gonna turn you into an objection handling machine. 00:02:36.700 --> 00:02:39.609 Uh, remember, core purpose of handling objections is what? 00:02:39.790 --> 00:02:40.239 Two. 00:02:41.655 --> 00:02:42.135 . I heard it. 00:02:42.315 --> 00:02:42.885 I didn't hear it. 00:02:42.945 --> 00:02:43.515 We're on camera. 00:02:43.515 --> 00:02:45.345 My camera doesn't talk back when I meet folks in person. 00:02:45.345 --> 00:02:48.045 By the way, thank you for everyone who came up at Roof Con and said hello. 00:02:48.105 --> 00:02:48.885 Love seeing you there. 00:02:49.125 --> 00:02:50.205 I always tell folks the joke. 00:02:50.235 --> 00:02:52.815 My camera doesn't talk back, but I'm guessing you're thinking it. 00:02:53.085 --> 00:02:55.965 The core purpose of overcoming an objection is to keep 00:02:55.995 --> 00:02:57.045 the conversation going. 00:02:57.045 --> 00:02:58.575 That's our, our, our sole mission. 00:02:58.785 --> 00:03:01.455 It's not to throw the perfect right hook, the rebuttal tackling. 00:03:01.655 --> 00:03:02.525 Beating it. 00:03:02.675 --> 00:03:04.475 It's not about beating the homeowner down, showing 'em 00:03:04.695 --> 00:03:05.855 you're smarter, outwitting them. 00:03:06.035 --> 00:03:08.135 It's about furthering the conversation. 00:03:08.375 --> 00:03:11.615 So once we have that groundwork laid, which we just did, the 00:03:11.615 --> 00:03:14.255 number one goal is to there it. 00:03:14.940 --> 00:03:17.630 By the way, I'm trying to integrate more teaching techniques. 00:03:17.630 --> 00:03:18.390 It's called Recall. 00:03:18.390 --> 00:03:21.450 So when I ask that question in your mind, you're going, oh yeah. 00:03:21.630 --> 00:03:24.690 The number one purpose of overcoming Objection is to 00:03:24.720 --> 00:03:25.830 keep the conversation going. 00:03:26.070 --> 00:03:28.350 These are designed to help you learn more, so you can take this 00:03:28.350 --> 00:03:30.900 information, apply it in the field, go make yourself some life changing 00:03:30.900 --> 00:03:33.660 money, and create some life changing opportunities for you, your loved ones, 00:03:33.660 --> 00:03:35.130 and your kids and everyone around you. 00:03:35.220 --> 00:03:35.490 All right? 00:03:35.610 --> 00:03:37.650 So keep the conversation going. 00:03:37.680 --> 00:03:38.310 How do we do that? 00:03:38.310 --> 00:03:39.510 Here are the two paths. 00:03:39.930 --> 00:03:40.380 Okay? 00:03:42.420 --> 00:03:43.140 Two path. 00:03:44.250 --> 00:03:46.650 Number one is we can explain it away. 00:03:46.650 --> 00:03:48.210 This is where everyone goes to, right? 00:03:49.020 --> 00:03:50.220 We say, Hey, you know what? 00:03:50.220 --> 00:03:53.520 I wanna explain it away because they said, uh, I wanna wait and 00:03:53.520 --> 00:03:54.840 see what my insurance company says. 00:03:54.840 --> 00:03:56.520 Or, uh, can you eat my deductible? 00:03:56.520 --> 00:03:59.490 Or, I wanna wait and see what the other estimate says from their contractor. 00:03:59.519 --> 00:04:00.660 And we go to explain it away. 00:04:00.660 --> 00:04:03.480 Hey, we're a better value, better product, better service, better warranty. 00:04:03.720 --> 00:04:07.079 Hey, you don't need to, to wait to, to meet with your insurance company. 00:04:07.079 --> 00:04:10.290 You want me to be there because I'm gonna provide all this value and support you. 00:04:10.440 --> 00:04:11.970 And you know, the deductible by the. 00:04:12.280 --> 00:04:13.750 You shouldn't worry about that. 00:04:13.750 --> 00:04:14.290 It's illegal. 00:04:14.290 --> 00:04:15.190 No one can't deductible. 00:04:15.310 --> 00:04:17.709 So more often than not, this is the knee jerk. 00:04:17.709 --> 00:04:19.750 People go, I want to explain it away. 00:04:19.810 --> 00:04:22.810 If I educate enough, it'll just disappear and I win. 00:04:23.260 --> 00:04:27.850 Well, that's a shortsighted way of thinking because what is it pop 00:04:27.850 --> 00:04:30.910 quiz that we're supposed to be doing when we are overcoming objections? 00:04:31.635 --> 00:04:33.554 Keeping the conversation going, right? 00:04:33.705 --> 00:04:36.585 So there's a time and a place where we have to explain things. 00:04:36.794 --> 00:04:40.784 This is showcasing our knowledge, our expertise, and our mastery of 00:04:40.875 --> 00:04:44.775 roofing or the restoration process and how we can serve homeowners. 00:04:44.955 --> 00:04:49.034 But what if I told you that this was not always the best way? 00:04:49.515 --> 00:04:55.724 There's a better way in this, my friend is asking open-ended questions. 00:04:57.465 --> 00:04:59.984 Asking open-ended questions. 00:05:00.614 --> 00:05:08.085 By the way, the two questions to ask are how questions and what questions Now, 00:05:08.085 --> 00:05:09.854 what word am I missing from this list? 00:05:10.455 --> 00:05:11.055 You guessed it. 00:05:11.294 --> 00:05:11.775 Why? 00:05:12.015 --> 00:05:13.515 We don't wanna ask why questions? 00:05:13.515 --> 00:05:14.895 Because they seem invasive. 00:05:15.495 --> 00:05:16.724 Why do you drive a Ford truck? 00:05:17.025 --> 00:05:17.715 Hey, why are you wearing that? 00:05:18.405 --> 00:05:18.735 Right. 00:05:18.855 --> 00:05:22.155 When we ask someone the word why, it basically tells them, and 00:05:22.159 --> 00:05:23.745 again, this is the feeling, right? 00:05:23.745 --> 00:05:25.335 We're getting beyond the word why? 00:05:25.335 --> 00:05:27.914 We're talking about how it feels to be asked a question that starts with why. 00:05:27.914 --> 00:05:28.905 Why are you wearing that shirt? 00:05:28.995 --> 00:05:30.675 Why are you driving that truck in? 00:05:30.895 --> 00:05:35.265 The signals that that sends your homeowner is, huh, I disagree with you. 00:05:35.295 --> 00:05:36.645 Are you sure you're thinking about that? 00:05:36.645 --> 00:05:37.094 Clearly? 00:05:37.185 --> 00:05:37.735 Are you stupid? 00:05:38.910 --> 00:05:41.100 Hey, I want you to defend your position on this. 00:05:41.370 --> 00:05:42.600 We don't want any of that. 00:05:42.720 --> 00:05:43.650 We want to what? 00:05:43.710 --> 00:05:45.030 Keep the conversation going. 00:05:45.240 --> 00:05:47.880 So we want to use how questions or what questions. 00:05:48.060 --> 00:05:51.540 Let's use an example of how this shakes out because I promise in the 00:05:51.545 --> 00:05:56.010 beginning of this video to teach you how to know when to go to each one. 00:05:56.015 --> 00:05:58.460 By the way, by default, if you ever don't know the answer to a. 00:05:58.935 --> 00:06:01.215 Always go to the open ended question. 00:06:01.455 --> 00:06:02.625 This will take role play. 00:06:02.625 --> 00:06:05.474 It's gonna be really uncomfortable and clumsy at first until 00:06:05.474 --> 00:06:06.645 it becomes second nature. 00:06:06.914 --> 00:06:10.155 With role play and practice, things do become, uh, hardwired. 00:06:10.155 --> 00:06:12.795 We actually create new neural pathways in our brain. 00:06:13.034 --> 00:06:13.935 Uh, I'm doing a lot of. 00:06:13.995 --> 00:06:17.745 Uh, personal study on learning so I can be a better teacher. 00:06:17.895 --> 00:06:21.765 I wanna learn how to learn well, so I can apply it and then say, Hey, I'm 00:06:21.765 --> 00:06:25.935 the, the typical roofing salesperson with a super short attention span. 00:06:26.055 --> 00:06:27.165 Who wants things fast? 00:06:27.165 --> 00:06:28.215 Who wants things simple? 00:06:28.395 --> 00:06:31.785 And how can I learn this this way and then teach it to everyone else? 00:06:31.790 --> 00:06:35.055 Which is why, uh, I believe our system is so successful. 00:06:35.595 --> 00:06:38.295 I've, I've walked a million miles in your shoes, and I know 00:06:38.295 --> 00:06:39.525 that speed is of the essence. 00:06:39.525 --> 00:06:42.345 Simplicity, easy to replicate without a lot of thought. 00:06:42.345 --> 00:06:46.005 So in order to get there, by the way, speaking of studying, 00:06:46.005 --> 00:06:47.295 learning is repetition. 00:06:47.295 --> 00:06:50.115 And in my journey, as I recently read a book called Ultra Learning, 00:06:50.415 --> 00:06:51.765 um, I forget the author's name. 00:06:51.795 --> 00:06:57.585 Really good book by the way, and he talks about, Uh, recall and how repetition 00:06:57.705 --> 00:07:01.515 literally creates in our brain, new neural pathways connecting things. 00:07:01.695 --> 00:07:04.215 So we have to practice this how, and these how and what questions. 00:07:04.575 --> 00:07:08.415 But I want to show you that most people, when they don't know the 00:07:08.415 --> 00:07:10.215 answer, they go to explaining it away. 00:07:10.425 --> 00:07:12.135 That cat gets their tongue, they get caught on their heels. 00:07:12.375 --> 00:07:15.675 Or they start spitting fluff, they don't make sense. 00:07:15.915 --> 00:07:16.875 It's fumbly. 00:07:16.875 --> 00:07:20.985 They lose their place and they sound like they're totally BSing it because they are. 00:07:21.225 --> 00:07:23.415 And if you can just shift that mindset instead of having to 00:07:23.415 --> 00:07:25.095 respond, you just ask more questions. 00:07:25.830 --> 00:07:28.800 Whoever's asking the questions is truly in control of the conversation. 00:07:29.100 --> 00:07:30.390 So let's show you an example. 00:07:30.540 --> 00:07:33.795 When someone says, and this is just an example, uh, the other contractor 00:07:34.350 --> 00:07:37.200 can do it cheaper, or You're too expensive and you've already done 00:07:37.205 --> 00:07:41.370 what I teach you in the sales system linked below, by the way, about how we 00:07:41.370 --> 00:07:43.200 overcome that before we even present. 00:07:43.965 --> 00:07:46.785 The key questions to ask homeowners how to highlight the pains. 00:07:46.995 --> 00:07:50.325 They were completely unaware of using questions and not telling them what they 00:07:50.325 --> 00:07:53.355 need to hear, but asking it so they can come to that conclusion on their own. 00:07:53.505 --> 00:07:54.975 That's the real power of these questions. 00:07:55.155 --> 00:07:56.325 They come to the conclusion of their own. 00:07:56.325 --> 00:07:59.655 So, uh, I'll give you an example of what many people do when I say, Hey, 00:07:59.655 --> 00:08:01.165 the other contractor can do it cheaper. 00:08:01.554 --> 00:08:05.844 So many salespeople when I've been doing this role play all over the country. 00:08:05.844 --> 00:08:08.544 Retail markets, storm markets, hybrid markets, knee jerk 00:08:08.544 --> 00:08:09.715 response, explain it away. 00:08:09.924 --> 00:08:10.344 Hey, Mr. 00:08:10.344 --> 00:08:12.174 Homeowner, I understand they can do it cheaper, but we 00:08:12.174 --> 00:08:13.434 are a higher quality company. 00:08:13.434 --> 00:08:14.784 Use a way better shingle. 00:08:14.784 --> 00:08:17.364 And as I showed you before, we're doing a lot more line items. 00:08:17.364 --> 00:08:19.614 You're gonna, we're gonna be held accountable, better service, 00:08:19.619 --> 00:08:20.755 better product, better warranty. 00:08:20.905 --> 00:08:23.565 We're just not willing to cut corners to earn your business. 00:08:23.934 --> 00:08:24.145 Okay? 00:08:24.145 --> 00:08:25.224 That's explaining it away. 00:08:26.335 --> 00:08:27.505 Did that go very far? 00:08:28.104 --> 00:08:28.554 Does it? 00:08:29.835 --> 00:08:30.164 No. 00:08:30.164 --> 00:08:32.025 And unfortunately every roof you're saying the same thing. 00:08:32.235 --> 00:08:32.895 Better service. 00:08:32.895 --> 00:08:34.155 Better product, better warranty. 00:08:34.155 --> 00:08:34.995 Better, better, better. 00:08:35.775 --> 00:08:36.975 What if we did this instead? 00:08:37.034 --> 00:08:38.895 Hey, the other contractor can do it cheaper. 00:08:39.044 --> 00:08:42.405 Hey, what about the other estimate made you more comfortable than our estimate? 00:08:42.674 --> 00:08:46.755 Hey, how did the other contractor provide more value than what I provided you? 00:08:47.085 --> 00:08:49.695 And all of a sudden what ends up happening is this homeowner 00:08:49.845 --> 00:08:53.595 starts talking themselves into a circle so they see the light. 00:08:53.595 --> 00:08:56.295 Cuz as they're explaining things, Hey, how do the other contractor 00:08:56.295 --> 00:08:57.525 provide more value than I did? 00:08:57.735 --> 00:09:01.814 Now they're stumped because they can't, this is how we get them to see things 00:09:01.820 --> 00:09:05.685 From our perspective, it's we exercise patients to walk them through it. 00:09:05.985 --> 00:09:09.405 So oftentimes these two get linked up again. 00:09:09.405 --> 00:09:13.395 If someone said, Hey, uh, the other contractor said could eat my deductible, 00:09:13.515 --> 00:09:17.295 I would go, Did they explain to you how they could eat your deductible 00:09:17.385 --> 00:09:18.584 and the homeowner's gonna go? 00:09:18.645 --> 00:09:19.604 Actually, no, they didn't. 00:09:19.814 --> 00:09:23.474 Then we shift to explaining it away, and I went over that in a previous video. 00:09:23.474 --> 00:09:27.405 I did really recently, actually, on the one word to defeat that objection 00:09:27.410 --> 00:09:30.015 always, which is asking how do we. 00:09:30.400 --> 00:09:33.760 How do the contractor explain to you that he or she can eat your deductible? 00:09:33.760 --> 00:09:35.200 So more on that in this video. 00:09:35.230 --> 00:09:37.000 We'll actually link to it up here if you wanna check that 00:09:37.000 --> 00:09:38.440 one out, the full length cut. 00:09:38.740 --> 00:09:41.470 Um, but for this, I just want you to show you that these can work hand in 00:09:41.475 --> 00:09:46.090 hand, but by default the how and what questions are the best place to start. 00:09:46.095 --> 00:09:47.890 Cuz we keep that conversation going. 00:09:47.950 --> 00:09:51.460 And as you and I know, objections are often a smoke screen. 00:09:51.460 --> 00:09:52.210 They're bs. 00:09:52.360 --> 00:09:53.200 It's not the truth. 00:09:53.200 --> 00:09:55.660 They're just kind of stalling and you've probably done it. 00:09:55.660 --> 00:09:56.080 I do. 00:09:56.440 --> 00:09:59.470 I just asked a furniture salesperson for her card and told her we'd 00:09:59.470 --> 00:10:02.290 call her after we'd think about it and what it really meant is, I 00:10:02.290 --> 00:10:03.160 don't wanna talk to you anymore. 00:10:03.160 --> 00:10:03.760 I'm outta here. 00:10:04.210 --> 00:10:05.500 And I didn't like her. 00:10:05.530 --> 00:10:06.280 I don't like the furniture. 00:10:06.280 --> 00:10:07.240 She was super pushy. 00:10:07.450 --> 00:10:11.590 So anyway, your kneejerk, the two paths, excuse me, your kneejerk 00:10:11.590 --> 00:10:12.670 is gonna be explained it away. 00:10:12.940 --> 00:10:14.830 Your exercise and mission. 00:10:15.480 --> 00:10:18.329 Is to practice using how and what questions to further the 00:10:18.329 --> 00:10:20.850 conversation and guide the homeowner into their own conclusion. 00:10:21.089 --> 00:10:23.640 And remember, let's do a quick summary, two paths to becoming 00:10:23.640 --> 00:10:26.010 an objection handling machine. 00:10:26.339 --> 00:10:28.890 Explain it away, or ask how or what questions. 00:10:28.890 --> 00:10:32.250 Those are the open-ended questions, and I highly recommend that you get 00:10:32.250 --> 00:10:34.170 these in in some role play in practice. 00:10:34.175 --> 00:10:35.370 Fastest way to do it is this. 00:10:36.209 --> 00:10:37.829 Grab a camera, set it up for yourself. 00:10:37.829 --> 00:10:39.900 If you're on your own, if you have a team, do it together. 00:10:40.109 --> 00:10:42.839 Set up the objection and just have the person deliver it. 00:10:43.020 --> 00:10:44.160 I need to talk to my wife. 00:10:44.250 --> 00:10:47.430 Go through the a r o formula, acknowledge, reassure, overcome 00:10:47.435 --> 00:10:49.109 with these questions, and then stop. 00:10:49.170 --> 00:10:49.680 That's it. 00:10:49.829 --> 00:10:51.180 Get that quick repetition in. 00:10:51.359 --> 00:10:53.040 Do that 5, 10, 15 times a day. 00:10:53.219 --> 00:10:55.199 This will be running on autopilot in no time. 00:10:55.199 --> 00:10:58.170 And you, my friend, will be an objection handling machine. 00:10:58.560 --> 00:11:00.900 All right, listen, I know that there's a person on your team 00:11:00.989 --> 00:11:02.489 who needs to see this video. 00:11:02.720 --> 00:11:03.350 So do me a favor. 00:11:03.410 --> 00:11:06.470 Click below, click the share button, copy the link, put it in your group 00:11:06.470 --> 00:11:10.100 chat, Facebook messenger, or text it to the person that needs to see this. 00:11:10.400 --> 00:11:12.050 You and I both know that there's someone out there. 00:11:12.260 --> 00:11:14.720 The new person is often the one that has their C out their tongue 00:11:14.720 --> 00:11:15.890 or the person in their sales slump. 00:11:16.100 --> 00:11:18.200 So I appreciate all of your support. 00:11:18.320 --> 00:11:19.430 Hey, thanks for being here. 00:11:19.580 --> 00:11:22.790 If you want more, then jump right into this video, the one I talked 00:11:22.790 --> 00:11:26.300 to you about, about the uh, uh, deductible by the way, the one liner to 00:11:26.300 --> 00:11:28.430 absolutely kill the deductible object. 00:11:28.835 --> 00:11:32.855 Or if you're not in there, I wanna see you inside my brand new free training 00:11:32.860 --> 00:11:33.995 center, and you can click right here. 00:11:34.025 --> 00:11:34.715 We'll get you inside. 00:11:34.895 --> 00:11:35.345 See you soon.