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Want to learn how to be a smooth talker in roofing sales? So customers HEAR what you have to say, AGREE with you, and WANT to work with you? Watch.
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1) Close even more roofing sales.
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Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
So you want to become a
smooth talker in sales.
I've been hearing more and more
comments on my videos saying, Hey,
Adam, I wanna learn to speak like you.
I wanna learn how to communicate like you.
And can you please do a video
teaching us how to be a smooth talker?
And in this video, I'm gonna
be teaching you exactly that.
But I do want to get
one thing outta the way.
This is not about learning to be
ale ball or some slick salesperson.
It's truly about how.
Communicate clearly distill your
message and speak in a way that other
people hear exactly what you mean.
Because in sales, I have found
that there's this, this disconnect,
there's what you are thinking.
Okay.
So you got your little speech
bubbles, then there's what you say.
These are the words coming out,
and then there's what people.
Here and at any step of the way, whether
it's between a disconnect between
what you think and what you say and
what you say and what people hear.
So our mission to help you
become a smooth talker is to
make this a seamless transition.
Fair enough.
Let's get started first.
Wanna say, welcome or welcome back.
My name is Adam Bens.
Been the roof strategist and everything I
do here on my channel and in my program.
There are links in the video
description and podcast description.
Should you be interested is designed
to help you and your team smash
your income goal and give every
customer an amazing experience.
So by you becoming a smooth
talker, not only will you earn
more sales, you're gonna create
even better customer experiences.
So let's get started.
Shall we?
Now first things first, when it comes to
becoming a smooth talker, how do you get.
And the answer is quite simple.
It's practice now.
Don't worry.
I'm not gonna leave you hanging with just
saying, Hey guys, here's how you do it.
You just practice that.
Doesn't give you enough, but I want
to break down what kind of practice,
where to practice in what type of
practice is so important to help
you become a smooth talker in sales.
First, I want you to think of it like.
Imagine that you sell, let's say
a hundred roofs in a year, which
would be a really great year.
And you might get the same objection
30 times, which means you had 30
opportunities in a high stake situation.
Meaning your income
literally depends on it.
You have 30 chances in the
real world to figure it out in
as it are you gonna be a pro.
It's gonna take some time, but if
instead you practiced role play,
which by the way, I do provide a role
play training with instructions in my
roofing sales success formula for owners
and managers to use with your team.
When you practice role play,
you are able to get the number
of repetitions 30, 40, 50.
In just a couple of hours, which means
you by doing role play can literally
ha get five years of experience in
about a month of regular role play.
This is the fastest way for
you to level up in your game.
And again, becoming a smooth talker takes.
Practice.
I've had an opportunity to do hundreds of
videos, train thousands of people speak
on stages, run private training events.
I mess up.
I still mess up.
And in fact, if you're watching
this video with subtitles, I hope
that you see me mess up and see
how I can quickly recover because
every single video I do is one take.
If you haven't noticed, I don't do
edits, I don't chop this together.
And this has helped me practice to deliver
a strong message in a concise time window.
Without having to splice up this sentence,
this sentence and this sentence, which
by the way, you've seen on YouTube
and it's choppy and distracting.
That's not real practice.
So role play is the best
way for you to practice.
But now what we want to talk about
is where to learn from other people.
So you can role play even better.
Now, what I want you to do is study.
People who you believe
to be are smooth talkers.
This can be celebrities.
It can be musicians.
It can be artists.
It can be sales trainers.
Heck it could be here
on this YouTube channel.
But for you, I want you to find
the people that you admire the
most that you look up to and study
how they speak in what they say.
And speaking of which let's break down
those key elements right now, what
you wanna study are the following.
Whoopies let's get rid of this.
What you wanna study is the
following first is their sentence.
This is a big deal.
A lot of people word vomit,
or they'll talk way too fast.
They'll get too much information
out and they don't break it up.
And what it sounds like on the
receiving end is people are so excited.
You can't tell, well, one sentence
stop and the other one picks up.
And then all of a sudden you're
sitting on the other end of your
game, Adam, I am drowning here.
You need, I'm getting uncomfortable
hearing you talk so fast.
Uh, we gotta slow it down.
So that sentence length, which
again, has those pauses and breaks.
I next want you to study the word choices.
Okay.
How people choose to communicate studies
have shown by the way that sticking to
a third to fifth grade reading level.
And by the way, there's a way to
test this using a free program
called the Hemingway app.
I believe that's with two MSS Hemingway
app, you can write in Hemingway app and
it will show you the writing level, which
by the way is your same speaking cadence.
And three third to fifth
grade is the ideal.
Education level to speak to when you start
using big words, it doesn't land right.
Even on really intelligent people.
Now there's a company called a Agora
financial they're a multi-billion
dollar a year organization.
And what they do is they
sell financial advice.
They have some of the best teams
in highly qualified people with
the biggest budgets to split test
their marketing and sales campaigns.
And what they found is that
anything above an eighth grade
reading level dropped conversion.
By a whopping 50.
Yeah, pretty crazy.
Isn't it.
So I want you to look back at all
of our presidential campaigns.
Single message.
Very simple, very easy to understand.
So when we examine our word
choices, I want you to stick
with a three to fifth grade.
So third to fifth grade reading level.
All right.
And what that means is simple words.
Short sentences and making sure it's easy
for people to hear and understand next.
What we want to do is study
the tonality and cadence.
Okay.
Tonality is the influx of my voice.
When I get excited and talk about
something or I get really calm
and serious, or maybe using.
Dramatic pauses to get you
to lean into the camera.
And the cadence is the speaking speed.
When to speed up when to slow down all
these subtleties, make a really big
difference on how that message lands.
So this is what you're gonna do to
study everybody's sentence, length,
word choices, and tonality and cadence.
So now you can mirror this
behavior in your role play.
Now, one more thing for you that I want
you to practice is using subtitles.
This is really powerful.
In fact, there's a gentleman who just
commented on one of my videos and he
says, I wanna learn to speak more clearly.
You've been inspiring to me.
So what I do is I watch your videos
with subtitles on and later on, can
even speak like you mute the video
and read those subtitles and it gets
that direct practice under your belt.
So using subtitles on those videos.
We'll really help break this down.
And one more little pro tip for you.
Is this, what I have practiced is
closing my eyes and imagining like a
typewriter, someone typing the transcript.
When I hear people speak in the
real world, when I saw ed Mylet
at roof con, I loved how he spoke
and presented himself on stage.
So I spent a few moments, closing
my eyes, hearing his word choices
and visualizing them on my eye.
And I basically created my own
subtitles and I got to learn about
his sentence length and word choices,
observe his tonality and cadence.
And it was really inspiring to me.
Cause I think he's an
incredibly strong speaker.
And if you don't have an
opportunity to hear him speak,
you can listen to his podcast.
The add Mylet show.
Uh, love it.
I was actually listening to it
this morning and part of that
inspired today's video between
that and the YouTube comments.
Okay.
So now we got the breakdown in place, but
I want to go one layer deeper to help.
Become a smooth talker really quickly.
And that's to jump ship on scripts
as you hopefully see by now,
I am not a big fan of scripts.
Scripts are robotic.
They are.
They just simply don't work
because in roofing sales, there's
all these different scenarios.
Seven, by the way, in the
storm side four on the retail.
Of why we're presenting to that homeowner
based on what situation they're in.
So there's no word for word script,
like, say this word, this word,
this word, this word, this word,
and you're gonna get the sale.
It just, it simply doesn't exist.
In addition to that, the way you
might speak in the way I might
speak are gonna be different.
So, what I teach instead are formulas.
Now, why do I teach formulas?
Now?
Think of it like this.
Think of it.
If I had a cooking challenge
and I had 10 chefs, and I say,
each chef gets five ingredients.
You get steak.
Potato butter, salt, and pepper.
Your mystery box challenge begins,
go into the kitchen, grab those
ingredients, make me a beautiful dish.
And then what happens is all the chefs
they race into the kitchen and one will
grab a filet or a T-bone or, um, a ribeye
and everyone can cook it differently.
We can go reverse seared, grilled, uh, SU
steak, all these different combinations.
And then the potato side, we.
Bake potato twice, bake
steak, fries, hash Browns.
All of these can be assembled together.
And then what happens is that chef plate.
The dish and says, what I made
for you is, and then what happens?
They communicate with confidence, with
passion describing the dish they created
because the formula that they followed
was essentially an understanding of how
those ingredients assemble, which allows
them to bring their flare, their culture,
their personality, and their style.
And.
Their confidence.
So I teach formulas to everybody.
That's what's in my roofing sales
success formula, what thousands and
thousands and thousands and thousands
of people are being trained on.
So whether you sell in the south, in
the north, in the east or the west, no
matter if you're native to the us or an
immigrant, you can become an incredible
salesperson in a smooth talker by just
following the formulas and knowing
what dominoes to knock down in order.
In order to get the sale and those
formulas that I teach, you've probably
heard me talk about slap formula at
the door, the a O formula for objection
handling and the car park formula for
closing, by the way, all of those are
included in the roofing sales success
formula with packages available for
an individual sales rep or an owner
with a team backed by a 30 day money
back guarantee and an investment that
you're literally gonna earn back on
your very next sale, oftentimes before
the credit card bill even shows up.
So if you are interested, there's
a link in that description below,
and I'd be happy to chat with you.
You can give our office a buzz here
at this number listed on the screen.
3 0 3 2 2 2 71 33.
Now let's wrap up how to become
a smooth talker, quick summary.
So we see it all in one place.
First, what I want you to
do is practice role play.
If you don't have a team, that's
doing this in a structured
setting, find a friend, use your
significant other, not in that way.
Keep that one for yourself.
you can do role, play
practicing with those.
You love to get those repetitions in next.
I want you to study or observe
people who inspire you.
And the third thing I want you to
do is always have those subtitles
turned on so you can learn.
And remember, as you study those
folks who inspire you pay attention
to their sentence, length, their word
choice, their cadence and tonality.
And the key takeaway is.
You want to speak at a third to
fifth grade comprehension level?
Fair enough.
Hey, thanks for joining me in this video.
If you'd like to continue your
journey with me, YouTube thinks
you're really gonna love this video.
And if you haven't yet done
it, you can click right here
to get a free copy of my pitch.
Like a pro roofing sales training
video library sent right to your inbox.
And I will see you on the next.