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When the sales conversation gets derailed... or the customer starts telling unrelated stories... How do you take back control? Use this easy "one liner" to get back in control (and back on track) so you can close the deal!
“Because your company is only as STRONG as you are.”
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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.
You lost control of the conversation.
The homeowner has begun to monologue.
You it's the older person who
just loves bending someone's ear.
Who's willing to listen, or the homeowner
who starts drilling you with questions
all over the place or the person who
just gets you buried in story time.
That has nothing to do with
why you're in the home.
And you're stuck in this predicament
of like, how do I hurry these people
along in a way that's not pushy?
Cuz I know I don't wanna lose the.
Or maybe you're like me and you
are a natural people pleaser.
And you're like, Hey, how do I find that
fine line between appeasing them and being
respectful and giving them a little bit
of runway without being really aggressive
and only focused on business because
after all, we do need to build rapport.
We need to connect with our homeowners
and it can be a really delicate line.
It's a little tight rope act and
one misstep and you lose the deal.
And I don't want that to happen to you.
So in this short, punchy video, I'm
gonna give you a one liner that you
can start using on the very next sale
that you run to take back control of
the sale for those runaway customers.
You know, the type before we get into it.
I just wanna say welcome or welcome back.
Thank you so much for investing your
valuable time with me here today.
I'm hoping that this one little
trick, this one liner is gonna help
you control the dialogue, win more
sales and have even better customer
experiences because after all, that's
what it's all about so we can help.
Smash your income goal and give
every customer an amazing experience.
And that is my mission.
All right.
The one liner I'm gonna
break this down really fast.
When a homeowner starts running on a
tangent, I'm going to give you an example
and then I'm gonna sketch this out so
you can see it right before your eyes.
When a homeowner goes off on
a tangent, Hey, you know what?
I'm so glad you stopped by.
And then you build rapport.
Hey, what'd you do this week?
How'd things going, you know,
last week my family was in town.
My aunt Peggy actually flew in from
South Carolina, her three grandkids,
Margaret Michael, and Janet.
And we all went out to the lake.
We were out on the boat.
And then before, you know, it you're
like, oh no, how long is this gonna go?
Like, come on.
This is small talk.
I'm just wanting to hear
like, oh, good, great.
We had a great weekend.
How.
Good.
Great.
And let's get down to business.
And when these stories come, we need
to find that, that tactful way to
insert ourselves and kind of interrupt
in reel back that conversation.
So you can stay in control.
So as Peggy is telling me this, we
all know Peggy right about her aunt
that came in and being under the boat.
I'm gonna say that sounds like
absolute, like an absolute blast.
What an amazing experience anyway.
Back to boom, and then we're back into it.
So this sounds like anyway, formula.
So I wanna break this down for you.
Sounds like a really great time.
Sounds like you really
enjoyed time with your family.
Sounds like you guys had
a blast out on the boat.
Sounds like a jam packed,
fun filled weekend.
So there's my intro sounds like, and then
I want to acknowledge what they said.
Bring meaning to it.
Say, Hey, I've been listening.
I hear you.
Then we wanna follow up with just
kind of interrupting yourself anyway.
And boom.
Now we're back on track.
Anyway, as we were talking
about with X, Y, and Z.
Anyway, we were talking about your
roof and what's gonna happen next.
Anyway, we were talking about
the insurance company, which
carrier do you have again?
Very simple framework to use.
You'll notice at first this
might be a little uncomfortable.
You're gonna feel like you're being
invasive, but what I've found is that when
you use this formula and you acknowledge,
and you can just interject when there's
a, when there's a, a pause or a gap, cuz
sometimes we have the runaway customers
who might go on for five, 10 minutes.
You're checking your watch.
You're like, man, when, when is.
Stop.
When you find something that you can
respond to that's when you interject
sounds like that fishing trip was amazing.
Sounds like you're really excited
to go on this trip to Disney world
with the kids anyway, and then
resuming to where you left off.
So anyway, and then pick
up where you left off.
Now, one final tip for you.
If you're using this and it still feels.
Two forward, which by the way, I would
recommend that you try this and lean
into your discomfort because most
homeowners, they just catch the hint.
They're like, oh, he's being nice.
He might be on a tight schedule.
He might have a tight timeline,
or we need to get back on
track almost every single time.
People hear you and understand, but
you're doing it by letting them know
you're listening and you're compassion.
And that's why it's so important to say,
sounds like, and then acknowledge some
specifics of what they shared with you.
And.
Anyway, back on track.
Here's the tip.
If you are someone who's
like, you know what?
This homeowner just keeps
running off with it.
I've done this four times, cuz by
the way, you might do this four
times in the same appointment.
I wanna give you one more tool and
that's sounds like an amazing time.
Hey listen.
I'm sure you and I could chat the entire
evening about boating on lake Mendota.
You know, unfortunately I
don't want to keep you all day.
So instead of I have another
appointment, I don't want to keep
you all day anyway, back on track.
So that's one.
Twist, you can throw on it to again,
disarm and not make it about them.
I don't want to keep you all day and
very rarely are they ever gonna say
anything, say, Hey, they catch the hint.
They see through it.
This is a polite way of saying let's
stay on track every once in a while.
And I just wanna prepare you for this.
You're gonna get that homeowner
says I got all night and you're
gonna say, and I wish I did too.
very simple and I wish I did too.
Unfortunately, I've got an
appointment coming up in an hour or
whatever it is and there's your out.
So there you have it, the one liner to
take back control for the runaway monolog.
Customer who's telling you
stories and taking you on a
journey with all these questions.
This sounds like anyway,
formula there, you have it.
And I hope you can apply this
on the very next sale you make.
Now.
Listen, just cuz our time
here is about to wrap up.
Doesn't mean you are in my time, has
to, so if you want to continue your
journey with me, click right here
and download a free copy of my pitch.
Like a pro roofing sales training
video library right here.
And you can bend through all the
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category or hang with me right here
on YouTube and jump into this video.
They think you're really gonna love it.
We'll see you soon.