WEBVTT NOTE This file was generated by Descript 00:00:00.240 --> 00:00:01.920 Stop winging it. 00:00:01.950 --> 00:00:05.010 This is one of the most common mistakes for both seasoned 00:00:05.010 --> 00:00:06.690 veterans and brand new salespeople. 00:00:06.690 --> 00:00:10.170 And believe me, I made the mistake and be throwing myself under the bus 00:00:10.170 --> 00:00:14.460 here, but hang with me because in today's video, I'm going to be sharing 00:00:14.460 --> 00:00:16.800 why you need to stop winging it. 00:00:17.010 --> 00:00:20.100 And for new people, it could be the reason that you're not getting either 00:00:20.100 --> 00:00:22.890 consistent success or any success at all. 00:00:23.130 --> 00:00:26.730 And for the seasoned folks out there, this might explain why. 00:00:27.205 --> 00:00:31.165 What was working for you really well may have stopped, or you found yourself 00:00:31.195 --> 00:00:35.035 in a little bit of a sales slump, and I'm super excited for this video. 00:00:35.455 --> 00:00:36.955 Thanks for being here with me, by the way. 00:00:36.955 --> 00:00:37.975 I have to apologize in advance. 00:00:38.005 --> 00:00:40.165 If I sound nasally it's because I'm getting over a little 00:00:40.165 --> 00:00:41.635 something, so appreciate it. 00:00:42.085 --> 00:00:42.805 Hey, welcome. 00:00:42.805 --> 00:00:43.405 Or welcome back. 00:00:43.405 --> 00:00:46.045 My name is Adam Benjamin, the Rue strategist, everything I do 00:00:46.045 --> 00:00:47.275 here on this YouTube channel. 00:00:47.305 --> 00:00:50.875 And my podcast is designed to give you and your team, the resources 00:00:50.905 --> 00:00:53.365 that I wish I had when I got started. 00:00:53.365 --> 00:00:53.754 So I could have. 00:00:54.700 --> 00:00:55.570 My success. 00:00:55.870 --> 00:00:57.130 And so I can help you do that. 00:00:57.130 --> 00:00:57.910 So you can smash your. 00:00:58.830 --> 00:01:01.350 And give every customer in amazing experience. 00:01:01.590 --> 00:01:04.950 And that amazing experience starts off with the initial conversation, whether 00:01:04.950 --> 00:01:09.480 that's at the door when you're canvassing or whether it's at the kitchen table on 00:01:09.480 --> 00:01:14.130 an inbound sales appointment, selling a retail roof, the same message applies. 00:01:14.400 --> 00:01:16.680 Now I want to take a little step away from sales and let's 00:01:16.680 --> 00:01:17.880 think for a minute, I'm going. 00:01:18.510 --> 00:01:21.420 I'm going to be blunt, but hang with me because sometimes it takes 00:01:21.660 --> 00:01:24.120 an outside person to hold up a mirror and say, dude, look what 00:01:24.120 --> 00:01:25.740 you're doing to look at yourself. 00:01:25.740 --> 00:01:28.050 You're like, oh man, maybe I should be following a different, a 00:01:28.050 --> 00:01:29.130 different system, a different plant. 00:01:31.455 --> 00:01:32.085 I've done it. 00:01:32.175 --> 00:01:35.325 I've done it more than I wish to admit, because the truth is sales. 00:01:35.325 --> 00:01:42.885 People like us often have a taste or a well, a heaping helping of add or ADHD. 00:01:43.005 --> 00:01:44.295 We have the attention span of a gnat. 00:01:44.325 --> 00:01:46.695 We don't like learning and we get into this business 00:01:46.695 --> 00:01:47.865 because we're good with people. 00:01:47.955 --> 00:01:50.775 We're good with words we connect and we're fast on our feet. 00:01:51.075 --> 00:01:55.295 So we get thrown into sales situations and then we wing it and believe me. 00:01:55.910 --> 00:01:59.419 One it is that the past tense of wing winging it and winging it. 00:01:59.630 --> 00:02:02.720 So I've won it or winged it, whichever you prefer in the past. 00:02:03.020 --> 00:02:07.190 And it doesn't go that well, I feel like I'm doing things right. 00:02:07.190 --> 00:02:10.669 And then I, I reflect which by the way, side note, if you're not doing. 00:02:11.260 --> 00:02:13.960 Do an after action report from every sales day. 00:02:14.080 --> 00:02:18.430 I do this myself, the after action report, what you did well and what went well and 00:02:18.430 --> 00:02:21.580 what you could do different next time, then you get a plan for improvement. 00:02:22.180 --> 00:02:26.530 So looking back when I was winging it, I kept coming up with the same thing. 00:02:27.010 --> 00:02:28.690 I went through this in the wrong order. 00:02:28.840 --> 00:02:32.500 I forgot this part or the customer threw me off. 00:02:32.830 --> 00:02:33.040 Okay. 00:02:33.070 --> 00:02:34.960 Those are the three big things when I'm winging it. 00:02:36.220 --> 00:02:36.700 So now that we. 00:02:37.739 --> 00:02:39.920 Framework, we're going to set sales aside. 00:02:39.950 --> 00:02:44.730 We're going to turn our attention to the filmmaking industry or TV series industry. 00:02:44.970 --> 00:02:49.079 So you have those, like those shows, you know, The shows you 00:02:49.079 --> 00:02:53.670 cannot peel your eyes off of the shows that get you on that couch. 00:02:53.850 --> 00:02:57.030 Bingeing hour after hour shows like breaking bad, the 00:02:57.030 --> 00:02:59.250 Sopranos walking dead and Ozark. 00:02:59.609 --> 00:03:05.310 These series are written by script writers who have studied the art of communication 00:03:05.519 --> 00:03:10.739 to reach out through that screen, grab you by the juggler and hold you at the edge of 00:03:10.739 --> 00:03:13.549 your seat, needing to know what happens. 00:03:14.940 --> 00:03:20.850 Why because human behavior has been studied along with human attention, 00:03:21.090 --> 00:03:27.030 along with how emotions drive, what we do, sales is the same thing. 00:03:27.720 --> 00:03:32.609 The only thing that's different about sales is the name sales, ultimately 00:03:32.609 --> 00:03:34.680 sales and movie entertainment. 00:03:35.519 --> 00:03:40.109 All are designed to do one thing, grab your attention and hold it. 00:03:40.140 --> 00:03:42.299 Irresistibly to get you to want. 00:03:43.424 --> 00:03:46.304 Think of that, it's fundamentally powerful. 00:03:46.545 --> 00:03:50.834 So when we can look at this movie industry and learn that all of these 00:03:50.834 --> 00:03:54.375 writers are studying how we observe, how we take in information, how we hold the 00:03:54.375 --> 00:03:58.035 tension and what leaves us on the edge of our seats, the same can be applied 00:03:58.035 --> 00:04:00.975 to our conversations with our customers. 00:04:01.364 --> 00:04:05.894 So if we are winging it, all right, which we've done and I've done, 00:04:06.195 --> 00:04:07.935 we're trying to make it up as we go. 00:04:08.970 --> 00:04:13.980 Or we could harness the power of what we know from the movie industry, from 00:04:13.980 --> 00:04:17.310 the film industry and combined with, of course, the obvious, what we were 00:04:17.310 --> 00:04:23.460 talking about today, sales, which has been studied for decades and decades 00:04:23.460 --> 00:04:25.080 of why we make buying decisions. 00:04:25.620 --> 00:04:30.030 And the truth is the right sales process knocks down the right 00:04:30.030 --> 00:04:31.890 dominoes in the right order. 00:04:32.745 --> 00:04:35.145 In order to get the sale. 00:04:36.104 --> 00:04:40.664 If you skip certain steps or wing it, you don't close because 00:04:40.664 --> 00:04:41.835 you're not doing it right. 00:04:41.835 --> 00:04:46.455 You're not, you're literally not giving the homeowner the option to receive the 00:04:46.455 --> 00:04:49.995 information they need to hear in the right order in order to make the right decision. 00:04:50.474 --> 00:04:53.865 So what is the key takeaway with this stop winging it. 00:04:53.925 --> 00:04:57.284 And I'm going to give you the three paths that work for me, 00:04:57.375 --> 00:04:58.695 but it may not work for you. 00:04:58.695 --> 00:04:59.534 So we'll talk about. 00:05:01.245 --> 00:05:06.765 In terms of pitching there's three areas of sales in pitching, I say, 00:05:06.765 --> 00:05:10.275 pitching loosely, meaning canvassing, objection, handling and closing. 00:05:10.275 --> 00:05:11.234 Those are the three categories. 00:05:11.234 --> 00:05:11.445 All right. 00:05:11.445 --> 00:05:15.104 So we've got canvassing, objection, handling and closing within each of those. 00:05:15.104 --> 00:05:16.485 We need a framework to follow. 00:05:16.544 --> 00:05:18.615 Now I teach formulas. 00:05:19.005 --> 00:05:20.145 Why do I teach formulas? 00:05:20.174 --> 00:05:22.544 I don't teach word for word script for a variety of reasons, 00:05:22.544 --> 00:05:24.224 but the truth is storm damage. 00:05:24.255 --> 00:05:27.465 There's seven mindsets to sell to in four differences. 00:05:28.500 --> 00:05:31.230 Will a word for word script work for all of those, you bet. 00:05:31.290 --> 00:05:32.490 Not, not a chance. 00:05:32.730 --> 00:05:33.210 Retail. 00:05:33.210 --> 00:05:34.980 There's four reasons people replace the roof. 00:05:35.220 --> 00:05:38.070 So if you're selling both, that's a lot of options. 00:05:38.100 --> 00:05:40.560 You have to know how to navigate that conversation. 00:05:40.560 --> 00:05:44.430 And that's what we follow a formula, which is a framework of what to hit now. 00:05:45.285 --> 00:05:45.945 Door to door. 00:05:45.975 --> 00:05:49.665 I teach the slap formula, S L a P say, hi, break the ice. 00:05:49.695 --> 00:05:51.555 Let them know why you're there asking open-ended question 00:05:51.585 --> 00:05:52.755 P present to their answer. 00:05:53.085 --> 00:05:55.695 And if you want to learn more on that, I'm going to link to this video in 00:05:55.695 --> 00:05:59.235 this card right here, uh, to learn the fundamentals of that slap formula. 00:05:59.295 --> 00:06:01.635 And then you should jump on the playlist on this channel. 00:06:01.845 --> 00:06:02.895 I have a playlist called AC. 00:06:04.140 --> 00:06:06.390 And there's a ton of videos that blended that slap formula there. 00:06:06.720 --> 00:06:10.170 But first I want to explain to you how I developed this formula, and then 00:06:10.170 --> 00:06:13.830 we'll talk about the other two really fast through the way I developed this 00:06:13.830 --> 00:06:19.410 formula is because I was winging it and I sat down one day and I'm literally, 00:06:19.980 --> 00:06:27.270 I started thinking my mind said, well, what was the common themes among all 00:06:27.270 --> 00:06:29.700 of the easiest sales that I ever made? 00:06:30.360 --> 00:06:31.860 And I kept envisioning the same. 00:06:32.789 --> 00:06:33.750 I was going door to door. 00:06:34.229 --> 00:06:39.659 I caught the old guy out in his yard, either mowing his lawn or washing the car. 00:06:40.409 --> 00:06:42.000 And I started a conversation. 00:06:42.719 --> 00:06:44.429 So this is a good starting point. 00:06:44.460 --> 00:06:48.479 And I'm like, I started a conversation, but how that's 00:06:48.479 --> 00:06:50.159 what led me to the slap formula. 00:06:50.520 --> 00:06:53.789 So one day this was back when my office was in my house. 00:06:54.000 --> 00:06:54.869 It's four in the morning. 00:06:55.140 --> 00:06:57.419 I shoot out of bed, run into my office. 00:06:57.419 --> 00:06:59.520 I grab a pen and I write the word flat. 00:07:00.495 --> 00:07:02.055 And I S I figured it out. 00:07:02.115 --> 00:07:02.925 My wife woke up. 00:07:02.955 --> 00:07:04.544 I told her how excited I was. 00:07:05.235 --> 00:07:08.245 I figured out the formula of a, what I proved. 00:07:09.390 --> 00:07:11.909 Excuse me worked from winging it so many times. 00:07:12.240 --> 00:07:16.469 Then once you have the formula, once I had the formula, I could then replicate 00:07:16.469 --> 00:07:20.670 it and do the same thing over and over again without sounding like a robot. 00:07:20.940 --> 00:07:24.570 So if you want to use my formula slap formula, you can learn it here. 00:07:24.659 --> 00:07:27.990 Of course, it's included by the way, in my all-in-one sales training, sales 00:07:27.990 --> 00:07:31.539 strategy and sales system, how to use it for every scenario for when you're. 00:07:32.145 --> 00:07:35.295 Which is the reason you're showing up, whether you're brand new customer, excuse 00:07:35.295 --> 00:07:36.495 me, you're brand new in the neighborhood. 00:07:36.615 --> 00:07:37.815 You signed a new customer. 00:07:37.995 --> 00:07:40.515 If the job's scheduled and you're not in the neighborhood on the day of 00:07:40.515 --> 00:07:43.995 install, when it's done paired with the different scenarios or responses 00:07:43.995 --> 00:07:46.065 that the customer might spit at you. 00:07:46.155 --> 00:07:46.605 So you can. 00:07:47.640 --> 00:07:48.990 And that was how I developed it. 00:07:48.990 --> 00:07:51.360 And you can either use mine or you can develop your own. 00:07:51.780 --> 00:07:56.100 And then we have the AR O formula, which is my acknowledged reassure overcome 00:07:56.310 --> 00:07:58.140 when it comes to objection handling. 00:07:58.140 --> 00:08:00.540 And again, that way there's a framework to follow. 00:08:00.630 --> 00:08:03.030 So I'm not winging it because oftentimes when. 00:08:03.815 --> 00:08:06.275 We try to answer the question too soon when we're unprepared, 00:08:06.305 --> 00:08:07.235 it just doesn't work. 00:08:07.595 --> 00:08:10.565 So you can, again, either use mine or use yours. 00:08:10.565 --> 00:08:13.475 And by the way, I touch on this formula a bit throughout my YouTube videos, 00:08:13.685 --> 00:08:17.285 but I provide that full training in my roofing sales success for that all-in-one 00:08:17.285 --> 00:08:18.245 training that I shared with you. 00:08:18.395 --> 00:08:20.255 And there's a link in that video description below. 00:08:20.465 --> 00:08:22.535 If you have any questions, you can call the number on the screen. 00:08:22.535 --> 00:08:25.685 It's 3 0 3 2 2 2 71 33. 00:08:25.685 --> 00:08:26.765 That's our office. 00:08:26.945 --> 00:08:28.175 And you can call or text. 00:08:29.060 --> 00:08:29.390 All right. 00:08:29.570 --> 00:08:31.430 Then the final piece is the closing. 00:08:31.430 --> 00:08:33.289 So how do you run that sales appointment? 00:08:33.500 --> 00:08:37.909 And I want to break down again how I developed my formula here because I was. 00:08:39.105 --> 00:08:43.785 And what I realized is I got really good at presenting and I got really 00:08:43.785 --> 00:08:47.985 good at building rapport, but I didn't do so well on closing. 00:08:48.405 --> 00:08:50.085 And then I started to figure that part out. 00:08:50.085 --> 00:08:52.455 So I taught my team, like, here's how you go through the paperwork, 00:08:52.455 --> 00:08:55.185 whether it's retail or contingency agreement, but they weren't. 00:08:56.040 --> 00:09:00.480 And I started to piece together through being inside the hall with them. 00:09:00.480 --> 00:09:03.720 And then again, now on this side of the roof strategist being inside the 00:09:03.720 --> 00:09:07.590 Homeland sales appointments across the country, I started to identify the 00:09:07.590 --> 00:09:11.940 nine most common mistakes that I saw in the house because let's face it. 00:09:11.940 --> 00:09:13.050 I mean, I'm a baby face guy. 00:09:13.050 --> 00:09:15.360 I was training guys my dad's age, so he could sit back as 00:09:15.360 --> 00:09:16.320 a little helper and watch. 00:09:16.650 --> 00:09:20.850 And when I started to identify these nine different mistakes. 00:09:21.719 --> 00:09:25.560 I said, okay, so those nine mistakes, if we can reverse engineer this, 00:09:25.560 --> 00:09:27.240 we'll plug the holes, so to speak. 00:09:27.240 --> 00:09:29.400 So instead of having to teach you what not to do, to say, do this, because 00:09:29.670 --> 00:09:33.209 this avoids all those critical mistakes and allows you to go through the 00:09:33.209 --> 00:09:38.729 right process in the right order, C connect a assess our report P present. 00:09:39.440 --> 00:09:41.000 Ask our referrals. 00:09:41.030 --> 00:09:44.180 Kay, kickstart again, the presentation is booked out to teach an eight part 00:09:44.180 --> 00:09:48.800 presentation, but this is how I broke down those mistakes, like selling too soon 00:09:48.800 --> 00:09:52.520 and not asking the right questions and telling homeowners the roof is damaged 00:09:52.790 --> 00:09:55.910 and getting invited into the house and how to go through the presentation, 00:09:55.910 --> 00:09:59.840 how to go through the contingency, uh, not transitioning properly when you 00:09:59.840 --> 00:10:03.200 are ready to ask for the order, how to ask for the order, all those things. 00:10:03.200 --> 00:10:04.220 So I put those together. 00:10:04.430 --> 00:10:05.060 So my. 00:10:05.740 --> 00:10:06.340 To you. 00:10:06.400 --> 00:10:09.340 And by the way, if you want to learn my car park intro, I did 00:10:09.340 --> 00:10:12.130 a long video on that and you do it and you can click right here. 00:10:12.250 --> 00:10:14.620 That'll bring you to that car park video to kind of learn that concept. 00:10:14.800 --> 00:10:18.370 And of course, if you want more, that is included in my all-in-one sales 00:10:18.370 --> 00:10:19.960 training, sales strategy and sales system. 00:10:20.230 --> 00:10:21.640 It's called the roofing sales success formula. 00:10:21.700 --> 00:10:24.340 And that's the program I was talking about before. 00:10:25.280 --> 00:10:28.790 I wanted to share with you how I developed this from winging it and seeing what 00:10:28.790 --> 00:10:34.310 works, the threats of winging it are inconsistency, not being able to train 00:10:34.310 --> 00:10:38.240 what you do or simply not being as effective as you know, you could or should 00:10:38.240 --> 00:10:41.060 be because there's a proven way to do it. 00:10:41.270 --> 00:10:45.740 And again, it's a big claim to say it's proven, but the fact is it is because 00:10:45.740 --> 00:10:47.569 it's how humans process information. 00:10:47.870 --> 00:10:50.510 And I can confidently say that these are proven because. 00:10:51.225 --> 00:10:55.725 Currently thousands and thousands and thousands of users on our 00:10:55.725 --> 00:10:57.555 platform using these today. 00:10:57.705 --> 00:11:03.315 In addition to the 25, some thousand, excuse me, I over embellished 23 and a 00:11:03.315 --> 00:11:06.585 half thousand, I believe subscribers at the moment who are following this and 00:11:06.795 --> 00:11:08.745 commenting about the slap formula working. 00:11:09.525 --> 00:11:11.445 So my message to you stop. 00:11:12.365 --> 00:11:15.665 Use these formulas right here or create your own. 00:11:15.695 --> 00:11:19.385 So you have a repeatable process to fast track your success in 00:11:19.385 --> 00:11:22.055 sales, so you can stop winging it. 00:11:22.355 --> 00:11:22.595 All right. 00:11:22.625 --> 00:11:24.125 That's all for this video. 00:11:24.215 --> 00:11:26.855 And just because you're in my time is about to wrap up. 00:11:27.125 --> 00:11:31.745 Doesn't mean ours needs to, and maybe you want to jump into this next video and 00:11:31.745 --> 00:11:33.665 hear me sounding a little less nasally. 00:11:33.695 --> 00:11:36.335 So start here and if you haven't yet done it, I'd love to get 00:11:36.335 --> 00:11:37.655 you a free copy of my pitch. 00:11:37.655 --> 00:11:40.895 Like a pro roofing sales training video library available a hundred percent free. 00:11:41.670 --> 00:11:43.050 And I'll see you on the next one.