WEBVTT NOTE This file was generated by Descript 00:00:00.180 --> 00:00:03.240 So you want to become a smooth talker in sales. 00:00:03.450 --> 00:00:06.990 I've been hearing more and more comments on my videos saying, Hey, 00:00:06.990 --> 00:00:08.550 Adam, I wanna learn to speak like you. 00:00:08.550 --> 00:00:10.590 I wanna learn how to communicate like you. 00:00:10.800 --> 00:00:14.520 And can you please do a video teaching us how to be a smooth talker? 00:00:14.730 --> 00:00:17.100 And in this video, I'm gonna be teaching you exactly that. 00:00:17.100 --> 00:00:18.520 But I do want to get one thing outta the way. 00:00:18.780 --> 00:00:21.960 This is not about learning to be ale ball or some slick salesperson. 00:00:22.170 --> 00:00:23.850 It's truly about how. 00:00:24.130 --> 00:00:27.939 Communicate clearly distill your message and speak in a way that other 00:00:27.939 --> 00:00:29.770 people hear exactly what you mean. 00:00:29.950 --> 00:00:33.460 Because in sales, I have found that there's this, this disconnect, 00:00:33.640 --> 00:00:35.290 there's what you are thinking. 00:00:35.530 --> 00:00:35.769 Okay. 00:00:35.775 --> 00:00:38.830 So you got your little speech bubbles, then there's what you say. 00:00:38.980 --> 00:00:41.810 These are the words coming out, and then there's what people. 00:00:42.614 --> 00:00:46.694 Here and at any step of the way, whether it's between a disconnect between 00:00:46.694 --> 00:00:49.455 what you think and what you say and what you say and what people hear. 00:00:49.544 --> 00:00:52.574 So our mission to help you become a smooth talker is to 00:00:52.574 --> 00:00:55.275 make this a seamless transition. 00:00:55.875 --> 00:00:56.535 Fair enough. 00:00:56.804 --> 00:00:58.214 Let's get started first. 00:00:58.214 --> 00:00:59.595 Wanna say, welcome or welcome back. 00:00:59.595 --> 00:01:00.464 My name is Adam Bens. 00:01:00.464 --> 00:01:04.574 Been the roof strategist and everything I do here on my channel and in my program. 00:01:05.039 --> 00:01:07.350 There are links in the video description and podcast description. 00:01:07.350 --> 00:01:11.130 Should you be interested is designed to help you and your team smash 00:01:11.130 --> 00:01:14.429 your income goal and give every customer an amazing experience. 00:01:14.669 --> 00:01:18.690 So by you becoming a smooth talker, not only will you earn 00:01:18.690 --> 00:01:21.990 more sales, you're gonna create even better customer experiences. 00:01:22.500 --> 00:01:23.220 So let's get started. 00:01:23.220 --> 00:01:23.580 Shall we? 00:01:24.030 --> 00:01:28.380 Now first things first, when it comes to becoming a smooth talker, how do you get. 00:01:28.994 --> 00:01:30.345 And the answer is quite simple. 00:01:30.764 --> 00:01:31.964 It's practice now. 00:01:31.994 --> 00:01:32.565 Don't worry. 00:01:32.625 --> 00:01:36.074 I'm not gonna leave you hanging with just saying, Hey guys, here's how you do it. 00:01:36.134 --> 00:01:36.914 You just practice that. 00:01:36.914 --> 00:01:40.514 Doesn't give you enough, but I want to break down what kind of practice, 00:01:40.755 --> 00:01:45.225 where to practice in what type of practice is so important to help 00:01:45.229 --> 00:01:47.354 you become a smooth talker in sales. 00:01:47.655 --> 00:01:49.335 First, I want you to think of it like. 00:01:49.980 --> 00:01:52.980 Imagine that you sell, let's say a hundred roofs in a year, which 00:01:52.980 --> 00:01:54.450 would be a really great year. 00:01:54.780 --> 00:02:00.000 And you might get the same objection 30 times, which means you had 30 00:02:00.000 --> 00:02:02.490 opportunities in a high stake situation. 00:02:02.490 --> 00:02:05.160 Meaning your income literally depends on it. 00:02:05.370 --> 00:02:09.150 You have 30 chances in the real world to figure it out in 00:02:09.390 --> 00:02:11.340 as it are you gonna be a pro. 00:02:12.240 --> 00:02:16.770 It's gonna take some time, but if instead you practiced role play, 00:02:17.100 --> 00:02:21.329 which by the way, I do provide a role play training with instructions in my 00:02:21.480 --> 00:02:24.840 roofing sales success formula for owners and managers to use with your team. 00:02:25.290 --> 00:02:28.680 When you practice role play, you are able to get the number 00:02:28.685 --> 00:02:31.470 of repetitions 30, 40, 50. 00:02:31.720 --> 00:02:37.239 In just a couple of hours, which means you by doing role play can literally 00:02:37.239 --> 00:02:42.310 ha get five years of experience in about a month of regular role play. 00:02:42.579 --> 00:02:46.000 This is the fastest way for you to level up in your game. 00:02:46.000 --> 00:02:48.340 And again, becoming a smooth talker takes. 00:02:48.430 --> 00:02:49.150 Practice. 00:02:49.330 --> 00:02:54.430 I've had an opportunity to do hundreds of videos, train thousands of people speak 00:02:54.430 --> 00:02:56.440 on stages, run private training events. 00:02:56.950 --> 00:02:57.640 I mess up. 00:02:57.640 --> 00:02:58.660 I still mess up. 00:02:58.780 --> 00:03:02.230 And in fact, if you're watching this video with subtitles, I hope 00:03:02.235 --> 00:03:06.370 that you see me mess up and see how I can quickly recover because 00:03:06.370 --> 00:03:08.200 every single video I do is one take. 00:03:08.200 --> 00:03:11.320 If you haven't noticed, I don't do edits, I don't chop this together. 00:03:11.530 --> 00:03:16.510 And this has helped me practice to deliver a strong message in a concise time window. 00:03:16.740 --> 00:03:19.770 Without having to splice up this sentence, this sentence and this sentence, which 00:03:19.775 --> 00:03:22.320 by the way, you've seen on YouTube and it's choppy and distracting. 00:03:22.560 --> 00:03:23.910 That's not real practice. 00:03:24.090 --> 00:03:26.820 So role play is the best way for you to practice. 00:03:26.820 --> 00:03:31.830 But now what we want to talk about is where to learn from other people. 00:03:31.860 --> 00:03:33.510 So you can role play even better. 00:03:33.810 --> 00:03:35.760 Now, what I want you to do is study. 00:03:36.270 --> 00:03:39.329 People who you believe to be are smooth talkers. 00:03:39.420 --> 00:03:40.710 This can be celebrities. 00:03:40.710 --> 00:03:41.700 It can be musicians. 00:03:41.970 --> 00:03:42.720 It can be artists. 00:03:42.720 --> 00:03:43.859 It can be sales trainers. 00:03:44.010 --> 00:03:45.720 Heck it could be here on this YouTube channel. 00:03:45.900 --> 00:03:49.380 But for you, I want you to find the people that you admire the 00:03:49.380 --> 00:03:54.390 most that you look up to and study how they speak in what they say. 00:03:54.394 --> 00:03:58.320 And speaking of which let's break down those key elements right now, what 00:03:58.320 --> 00:04:00.210 you wanna study are the following. 00:04:00.240 --> 00:04:01.590 Whoopies let's get rid of this. 00:04:01.950 --> 00:04:05.100 What you wanna study is the following first is their sentence. 00:04:06.165 --> 00:04:07.215 This is a big deal. 00:04:08.505 --> 00:04:12.885 A lot of people word vomit, or they'll talk way too fast. 00:04:12.885 --> 00:04:15.735 They'll get too much information out and they don't break it up. 00:04:15.885 --> 00:04:18.015 And what it sounds like on the receiving end is people are so excited. 00:04:18.015 --> 00:04:20.024 You can't tell, well, one sentence stop and the other one picks up. 00:04:20.024 --> 00:04:21.704 And then all of a sudden you're sitting on the other end of your 00:04:21.709 --> 00:04:23.025 game, Adam, I am drowning here. 00:04:23.030 --> 00:04:25.185 You need, I'm getting uncomfortable hearing you talk so fast. 00:04:25.785 --> 00:04:26.865 Uh, we gotta slow it down. 00:04:26.865 --> 00:04:30.465 So that sentence length, which again, has those pauses and breaks. 00:04:30.825 --> 00:04:34.185 I next want you to study the word choices. 00:04:35.355 --> 00:04:35.655 Okay. 00:04:36.105 --> 00:04:41.265 How people choose to communicate studies have shown by the way that sticking to 00:04:41.265 --> 00:04:44.175 a third to fifth grade reading level. 00:04:44.295 --> 00:04:46.935 And by the way, there's a way to test this using a free program 00:04:46.935 --> 00:04:47.895 called the Hemingway app. 00:04:47.900 --> 00:04:53.085 I believe that's with two MSS Hemingway app, you can write in Hemingway app and 00:04:53.085 --> 00:04:56.835 it will show you the writing level, which by the way is your same speaking cadence. 00:04:57.075 --> 00:05:01.155 And three third to fifth grade is the ideal. 00:05:01.560 --> 00:05:06.539 Education level to speak to when you start using big words, it doesn't land right. 00:05:06.570 --> 00:05:08.849 Even on really intelligent people. 00:05:09.060 --> 00:05:12.240 Now there's a company called a Agora financial they're a multi-billion 00:05:12.245 --> 00:05:13.500 dollar a year organization. 00:05:13.530 --> 00:05:16.140 And what they do is they sell financial advice. 00:05:16.409 --> 00:05:19.680 They have some of the best teams in highly qualified people with 00:05:19.710 --> 00:05:24.180 the biggest budgets to split test their marketing and sales campaigns. 00:05:24.360 --> 00:05:27.960 And what they found is that anything above an eighth grade 00:05:27.965 --> 00:05:30.480 reading level dropped conversion. 00:05:30.575 --> 00:05:32.195 By a whopping 50. 00:05:33.180 --> 00:05:34.500 Yeah, pretty crazy. 00:05:34.500 --> 00:05:34.860 Isn't it. 00:05:35.010 --> 00:05:37.560 So I want you to look back at all of our presidential campaigns. 00:05:37.800 --> 00:05:38.640 Single message. 00:05:38.640 --> 00:05:40.650 Very simple, very easy to understand. 00:05:40.890 --> 00:05:44.520 So when we examine our word choices, I want you to stick 00:05:44.730 --> 00:05:46.710 with a three to fifth grade. 00:05:46.710 --> 00:05:48.630 So third to fifth grade reading level. 00:05:48.720 --> 00:05:49.140 All right. 00:05:49.170 --> 00:05:51.150 And what that means is simple words. 00:05:51.460 --> 00:05:57.280 Short sentences and making sure it's easy for people to hear and understand next. 00:05:57.280 --> 00:06:01.000 What we want to do is study the tonality and cadence. 00:06:01.060 --> 00:06:01.390 Okay. 00:06:01.690 --> 00:06:06.670 Tonality is the influx of my voice. 00:06:06.670 --> 00:06:09.640 When I get excited and talk about something or I get really calm 00:06:09.670 --> 00:06:12.010 and serious, or maybe using. 00:06:12.405 --> 00:06:15.075 Dramatic pauses to get you to lean into the camera. 00:06:15.135 --> 00:06:17.205 And the cadence is the speaking speed. 00:06:17.205 --> 00:06:21.045 When to speed up when to slow down all these subtleties, make a really big 00:06:21.045 --> 00:06:22.844 difference on how that message lands. 00:06:23.115 --> 00:06:25.905 So this is what you're gonna do to study everybody's sentence, length, 00:06:25.905 --> 00:06:27.795 word choices, and tonality and cadence. 00:06:28.005 --> 00:06:30.885 So now you can mirror this behavior in your role play. 00:06:31.155 --> 00:06:35.955 Now, one more thing for you that I want you to practice is using subtitles. 00:06:35.955 --> 00:06:37.065 This is really powerful. 00:06:37.245 --> 00:06:40.125 In fact, there's a gentleman who just commented on one of my videos and he 00:06:40.125 --> 00:06:42.974 says, I wanna learn to speak more clearly. 00:06:43.094 --> 00:06:44.415 You've been inspiring to me. 00:06:44.534 --> 00:06:49.215 So what I do is I watch your videos with subtitles on and later on, can 00:06:49.215 --> 00:06:52.995 even speak like you mute the video and read those subtitles and it gets 00:06:52.995 --> 00:06:55.094 that direct practice under your belt. 00:06:55.275 --> 00:06:57.765 So using subtitles on those videos. 00:06:57.915 --> 00:06:59.655 We'll really help break this down. 00:06:59.865 --> 00:07:01.665 And one more little pro tip for you. 00:07:01.665 --> 00:07:06.015 Is this, what I have practiced is closing my eyes and imagining like a 00:07:06.020 --> 00:07:09.225 typewriter, someone typing the transcript. 00:07:09.225 --> 00:07:13.005 When I hear people speak in the real world, when I saw ed Mylet 00:07:13.005 --> 00:07:17.395 at roof con, I loved how he spoke and presented himself on stage. 00:07:17.775 --> 00:07:20.535 So I spent a few moments, closing my eyes, hearing his word choices 00:07:20.535 --> 00:07:22.035 and visualizing them on my eye. 00:07:22.575 --> 00:07:26.265 And I basically created my own subtitles and I got to learn about 00:07:26.265 --> 00:07:29.925 his sentence length and word choices, observe his tonality and cadence. 00:07:30.045 --> 00:07:31.395 And it was really inspiring to me. 00:07:31.395 --> 00:07:33.765 Cause I think he's an incredibly strong speaker. 00:07:33.915 --> 00:07:35.595 And if you don't have an opportunity to hear him speak, 00:07:35.595 --> 00:07:36.675 you can listen to his podcast. 00:07:36.675 --> 00:07:37.425 The add Mylet show. 00:07:37.695 --> 00:07:38.385 Uh, love it. 00:07:38.390 --> 00:07:40.575 I was actually listening to it this morning and part of that 00:07:40.665 --> 00:07:43.185 inspired today's video between that and the YouTube comments. 00:07:43.395 --> 00:07:43.695 Okay. 00:07:43.935 --> 00:07:48.375 So now we got the breakdown in place, but I want to go one layer deeper to help. 00:07:49.260 --> 00:07:51.690 Become a smooth talker really quickly. 00:07:51.840 --> 00:07:57.390 And that's to jump ship on scripts as you hopefully see by now, 00:07:57.450 --> 00:07:59.550 I am not a big fan of scripts. 00:07:59.790 --> 00:08:01.500 Scripts are robotic. 00:08:01.710 --> 00:08:02.760 They are. 00:08:02.820 --> 00:08:05.610 They just simply don't work because in roofing sales, there's 00:08:05.610 --> 00:08:07.110 all these different scenarios. 00:08:07.140 --> 00:08:09.960 Seven, by the way, in the storm side four on the retail. 00:08:10.330 --> 00:08:14.500 Of why we're presenting to that homeowner based on what situation they're in. 00:08:14.680 --> 00:08:18.130 So there's no word for word script, like, say this word, this word, 00:08:18.130 --> 00:08:19.870 this word, this word, this word, and you're gonna get the sale. 00:08:19.875 --> 00:08:22.000 It just, it simply doesn't exist. 00:08:23.770 --> 00:08:26.740 In addition to that, the way you might speak in the way I might 00:08:26.740 --> 00:08:27.940 speak are gonna be different. 00:08:28.620 --> 00:08:31.350 So, what I teach instead are formulas. 00:08:31.590 --> 00:08:33.150 Now, why do I teach formulas? 00:08:33.450 --> 00:08:33.539 Now? 00:08:33.539 --> 00:08:34.500 Think of it like this. 00:08:34.740 --> 00:08:35.370 Think of it. 00:08:35.400 --> 00:08:38.430 If I had a cooking challenge and I had 10 chefs, and I say, 00:08:38.430 --> 00:08:40.260 each chef gets five ingredients. 00:08:40.409 --> 00:08:41.580 You get steak. 00:08:42.210 --> 00:08:44.939 Potato butter, salt, and pepper. 00:08:45.090 --> 00:08:48.270 Your mystery box challenge begins, go into the kitchen, grab those 00:08:48.270 --> 00:08:49.560 ingredients, make me a beautiful dish. 00:08:49.980 --> 00:08:52.920 And then what happens is all the chefs they race into the kitchen and one will 00:08:52.920 --> 00:08:58.620 grab a filet or a T-bone or, um, a ribeye and everyone can cook it differently. 00:08:58.625 --> 00:09:03.360 We can go reverse seared, grilled, uh, SU steak, all these different combinations. 00:09:03.365 --> 00:09:04.560 And then the potato side, we. 00:09:04.725 --> 00:09:07.515 Bake potato twice, bake steak, fries, hash Browns. 00:09:07.875 --> 00:09:10.455 All of these can be assembled together. 00:09:10.545 --> 00:09:12.445 And then what happens is that chef plate. 00:09:12.930 --> 00:09:17.010 The dish and says, what I made for you is, and then what happens? 00:09:17.220 --> 00:09:22.590 They communicate with confidence, with passion describing the dish they created 00:09:22.710 --> 00:09:27.450 because the formula that they followed was essentially an understanding of how 00:09:27.450 --> 00:09:33.300 those ingredients assemble, which allows them to bring their flare, their culture, 00:09:33.300 --> 00:09:35.430 their personality, and their style. 00:09:35.670 --> 00:09:35.939 And. 00:09:36.715 --> 00:09:37.945 Their confidence. 00:09:38.185 --> 00:09:40.975 So I teach formulas to everybody. 00:09:40.975 --> 00:09:44.545 That's what's in my roofing sales success formula, what thousands and 00:09:44.545 --> 00:09:47.335 thousands and thousands and thousands of people are being trained on. 00:09:47.335 --> 00:09:50.605 So whether you sell in the south, in the north, in the east or the west, no 00:09:50.610 --> 00:09:55.915 matter if you're native to the us or an immigrant, you can become an incredible 00:09:56.335 --> 00:10:00.085 salesperson in a smooth talker by just following the formulas and knowing 00:10:00.265 --> 00:10:03.545 what dominoes to knock down in order. 00:10:04.005 --> 00:10:06.615 In order to get the sale and those formulas that I teach, you've probably 00:10:06.615 --> 00:10:10.545 heard me talk about slap formula at the door, the a O formula for objection 00:10:10.545 --> 00:10:15.405 handling and the car park formula for closing, by the way, all of those are 00:10:15.405 --> 00:10:18.345 included in the roofing sales success formula with packages available for 00:10:18.345 --> 00:10:22.185 an individual sales rep or an owner with a team backed by a 30 day money 00:10:22.215 --> 00:10:25.275 back guarantee and an investment that you're literally gonna earn back on 00:10:25.275 --> 00:10:28.245 your very next sale, oftentimes before the credit card bill even shows up. 00:10:28.455 --> 00:10:31.125 So if you are interested, there's a link in that description below, 00:10:31.215 --> 00:10:32.985 and I'd be happy to chat with you. 00:10:33.560 --> 00:10:36.830 You can give our office a buzz here at this number listed on the screen. 00:10:37.220 --> 00:10:40.340 3 0 3 2 2 2 71 33. 00:10:40.700 --> 00:10:46.670 Now let's wrap up how to become a smooth talker, quick summary. 00:10:46.670 --> 00:10:48.080 So we see it all in one place. 00:10:48.080 --> 00:10:51.050 First, what I want you to do is practice role play. 00:10:51.990 --> 00:10:54.120 If you don't have a team, that's doing this in a structured 00:10:54.120 --> 00:10:57.630 setting, find a friend, use your significant other, not in that way. 00:10:57.630 --> 00:10:58.740 Keep that one for yourself. 00:10:59.070 --> 00:11:00.870 you can do role, play practicing with those. 00:11:00.870 --> 00:11:03.360 You love to get those repetitions in next. 00:11:03.360 --> 00:11:06.000 I want you to study or observe people who inspire you. 00:11:06.060 --> 00:11:10.440 And the third thing I want you to do is always have those subtitles 00:11:10.440 --> 00:11:11.610 turned on so you can learn. 00:11:11.610 --> 00:11:15.450 And remember, as you study those folks who inspire you pay attention 00:11:15.450 --> 00:11:19.080 to their sentence, length, their word choice, their cadence and tonality. 00:11:19.140 --> 00:11:20.070 And the key takeaway is. 00:11:20.910 --> 00:11:25.410 You want to speak at a third to fifth grade comprehension level? 00:11:25.500 --> 00:11:26.040 Fair enough. 00:11:26.280 --> 00:11:28.170 Hey, thanks for joining me in this video. 00:11:28.350 --> 00:11:30.840 If you'd like to continue your journey with me, YouTube thinks 00:11:30.840 --> 00:11:32.579 you're really gonna love this video. 00:11:32.880 --> 00:11:35.189 And if you haven't yet done it, you can click right here 00:11:35.189 --> 00:11:36.750 to get a free copy of my pitch. 00:11:36.750 --> 00:11:39.780 Like a pro roofing sales training video library sent right to your inbox. 00:11:39.810 --> 00:11:41.100 And I will see you on the next.