WEBVTT NOTE This file was generated by Descript 00:00:00.180 --> 00:00:02.490 How can you speak even more confidently in sales? 00:00:03.179 --> 00:00:04.529 This is a really hot topic. 00:00:04.529 --> 00:00:08.790 And whether you are a seasoned veteran with decades of experience, or you haven't 00:00:08.790 --> 00:00:13.140 even sold your first roof yet, you're gonna take away a few key action items 00:00:13.140 --> 00:00:16.770 to help you speak even more confidently on the very next sale that you run. 00:00:17.190 --> 00:00:18.240 Thanks for joining me today. 00:00:18.240 --> 00:00:19.590 And I am so glad to have you here. 00:00:19.595 --> 00:00:20.580 Welcome, or welcome back. 00:00:20.584 --> 00:00:21.300 My name is Adam. 00:00:21.300 --> 00:00:24.240 Besman the roof strategist and everything I do here on this 00:00:24.240 --> 00:00:25.950 YouTube channel and on my podcast. 00:00:26.345 --> 00:00:30.755 And in the roofing sales success formula, which is being used by thousands for all 00:00:30.755 --> 00:00:35.105 storm and retail is designed to help you and your team smash your income goal and 00:00:35.105 --> 00:00:37.265 give every customer an amazing experience. 00:00:37.535 --> 00:00:40.775 Now, for one moment, I just wanna focus on the last thing I just said. 00:00:41.360 --> 00:00:43.700 And give every customer an amazing experience. 00:00:43.940 --> 00:00:46.100 Now, if you've been tuning in for a while, you'll probably notice that 00:00:46.100 --> 00:00:48.440 that's a newer addition to my mission. 00:00:48.620 --> 00:00:51.710 And the reason for that is because in sales, we can make a lot of money 00:00:51.710 --> 00:00:52.850 and we can make a lot of money. 00:00:53.030 --> 00:00:56.420 We bring in people who can become greedy and then their moral 00:00:56.420 --> 00:00:58.580 or ethical compass get skewed. 00:00:58.790 --> 00:01:02.570 And they do certain things to make money at the expense of others. 00:01:02.960 --> 00:01:03.650 And that's how. 00:01:03.800 --> 00:01:07.100 Roofing companies get a bad rap, all the articles, the scams, the con 00:01:07.100 --> 00:01:10.850 artists, the things that you and I both see and know happen out in the world. 00:01:11.030 --> 00:01:15.679 So when I break down this video, I just wanna be crystal clear about my intention. 00:01:15.860 --> 00:01:19.820 This is not to help you learn how to be some con artist, some smooth talking 00:01:19.820 --> 00:01:25.130 Wiz, some slice salesperson it's to give you the true skills to speak 00:01:25.160 --> 00:01:26.810 even more confidently in the home. 00:01:26.870 --> 00:01:30.410 And if you haven't yet done it, I would highly recommend that you either listen 00:01:30.410 --> 00:01:32.300 or watch the video that I just put. 00:01:32.575 --> 00:01:35.365 Right before this one, which was learning how to speak smoothly 00:01:35.365 --> 00:01:37.375 or be a smooth talker in sales. 00:01:37.435 --> 00:01:39.235 Again, same context applies. 00:01:39.355 --> 00:01:40.495 So let's get started. 00:01:40.525 --> 00:01:43.555 Shall we first speaking confidently in sales? 00:01:43.555 --> 00:01:44.305 Where does it begin? 00:01:45.235 --> 00:01:46.765 It begins with our ears. 00:01:46.765 --> 00:01:50.185 We have two ears in one mouth for a reason. 00:01:50.395 --> 00:01:53.215 And no matter how confident you are, and I've watched people by 00:01:53.215 --> 00:01:54.295 the way, I've seen some videos. 00:01:54.295 --> 00:01:57.735 I see some folks online that are, in my opinion. 00:01:58.155 --> 00:02:02.955 Full of it, but they're really good at speaking confidently, but most folks or 00:02:02.955 --> 00:02:05.295 discerning folks see right through it. 00:02:05.475 --> 00:02:08.955 So if you start spitting all the right things out, but you're not actually 00:02:08.960 --> 00:02:12.885 listening to the customer, your message, isn't gonna land because you're 00:02:12.885 --> 00:02:14.415 telling them things they don't need. 00:02:14.625 --> 00:02:16.155 And I've audited sales. 00:02:16.160 --> 00:02:20.325 I've listened to sales people, watched sales, people do 00:02:20.325 --> 00:02:21.815 certain things that tell a home. 00:02:22.530 --> 00:02:24.210 I'm not listening to you just hear me out. 00:02:24.210 --> 00:02:24.510 No, no, no. 00:02:24.510 --> 00:02:28.740 Like as a true example, when someone has an objection or a question, 00:02:28.830 --> 00:02:32.070 when the salesperson jumps right in to start answering it, why? 00:02:32.400 --> 00:02:35.970 Because they're confident they know the answer they're excited to help, 00:02:36.180 --> 00:02:39.180 but what ends up happening is it tells the homeowner I'm not listening. 00:02:39.180 --> 00:02:39.720 You listen to me. 00:02:39.720 --> 00:02:40.680 I know what I'm talking about. 00:02:40.920 --> 00:02:43.800 That's not good that doesn't create a good experience. 00:02:43.950 --> 00:02:48.000 So the first thing that we want to do to become. 00:02:48.690 --> 00:02:54.240 A confident speaker is to listen, become an active listener, understand not 00:02:54.240 --> 00:02:58.230 only the words that are being said from our customer, but what the meaning is. 00:02:58.470 --> 00:03:02.040 In another example of that, as I teach is all objections only mean one of 00:03:02.040 --> 00:03:03.270 three things they don't trust you. 00:03:03.360 --> 00:03:05.160 They don't think they need you, or it's a money issue. 00:03:05.310 --> 00:03:07.650 So if someone says, I've talked to my wife about it doesn't mean they have talked to 00:03:07.650 --> 00:03:08.490 their wife and they're excited about it. 00:03:08.610 --> 00:03:09.450 It means they don't trust you. 00:03:09.600 --> 00:03:11.580 So we just really wanna listen more deeply. 00:03:11.820 --> 00:03:12.360 So there it is. 00:03:12.360 --> 00:03:16.620 The foundation of speaking confidently is listen. 00:03:17.205 --> 00:03:21.345 So you can start speaking to the right things and send your prospect and 00:03:21.345 --> 00:03:22.815 soon to be customer the right message. 00:03:22.935 --> 00:03:23.265 All right. 00:03:23.565 --> 00:03:24.345 Next key piece. 00:03:24.345 --> 00:03:24.885 And then don't worry. 00:03:24.885 --> 00:03:27.225 We're gonna break down three key elements that you're gonna start using. 00:03:27.405 --> 00:03:30.675 The next piece is having the knowledge, the knowledge and the 00:03:30.675 --> 00:03:32.235 understanding, the education. 00:03:32.415 --> 00:03:34.065 However you want to spin this one. 00:03:34.425 --> 00:03:37.785 I recently did a video on what you actually need to know to sell roofs. 00:03:37.785 --> 00:03:38.265 The difference. 00:03:38.835 --> 00:03:41.835 Process knowledge and product knowledge. 00:03:41.955 --> 00:03:44.775 And again, if you didn't see that video, we'll put a link, uh, in a card up 00:03:44.775 --> 00:03:48.195 here on YouTube somewhere, and you can go pop in to take a look at that one. 00:03:48.195 --> 00:03:53.355 If you are new to learn the difference and in time you will get this experience. 00:03:53.355 --> 00:03:56.325 And I know if you're new, if you're concerned about, you know, 00:03:56.325 --> 00:03:57.405 Hey, I haven't sold the roof. 00:03:57.435 --> 00:03:58.575 I don't know much about roofing systems. 00:03:58.580 --> 00:04:00.975 Where should I turn to see installs those kinds of things? 00:04:01.200 --> 00:04:02.339 What you need to figure out. 00:04:02.345 --> 00:04:04.709 And by the way, Brian, Tracy taught me this in his book. 00:04:04.709 --> 00:04:06.720 Goals is your bottleneck. 00:04:06.720 --> 00:04:08.070 So Brian, Tracy, thank you for this one. 00:04:08.220 --> 00:04:09.929 So the bottleneck upside down. 00:04:10.445 --> 00:04:11.385 I'm a horrible artist. 00:04:11.505 --> 00:04:12.465 It's this choke point. 00:04:12.465 --> 00:04:13.695 It's this the weakest link. 00:04:13.755 --> 00:04:17.385 And for many people, this bottleneck here is product knowledge. 00:04:17.594 --> 00:04:20.265 So what you need to do is just say, Hey, you know, what, what do 00:04:20.265 --> 00:04:23.895 I need to learn in order to feel confident, find out what this weakness 00:04:23.895 --> 00:04:25.155 is, and then just go pursue it. 00:04:25.155 --> 00:04:28.605 Dedicate 20, 30 minutes a day, brushing up on product knowledge, 00:04:28.610 --> 00:04:30.225 reading the shingle manufac. 00:04:30.645 --> 00:04:33.375 Install guidelines or the install manual jumping on YouTube 00:04:33.375 --> 00:04:34.995 saying how a roof is installed. 00:04:35.235 --> 00:04:38.445 Uh, any of the major manufacturers have portals. 00:04:38.445 --> 00:04:41.145 And by the way, as a new partner with Owens Corning, if you're an Owens Corning 00:04:41.145 --> 00:04:44.565 contractor Owens, Corning university has a lot of this information in there. 00:04:44.685 --> 00:04:46.485 So find out what that weakness is. 00:04:46.485 --> 00:04:50.835 You can overcome that knowledge gap, close it, and then you'll be even more confident 00:04:50.895 --> 00:04:52.195 to start speaking with customers. 00:04:52.195 --> 00:04:54.435 Like, you know what you're talking about because you will, and you 00:04:54.435 --> 00:04:55.935 do all right now, let's break. 00:04:56.445 --> 00:05:01.155 The three key elements to speak confidently to come across, 00:05:01.215 --> 00:05:02.565 like, you know what you're doing? 00:05:02.685 --> 00:05:05.535 And the first one I want to touch on is certainty. 00:05:05.985 --> 00:05:06.255 Okay. 00:05:06.735 --> 00:05:11.895 Now certainty is sta stating facts or statements confidently. 00:05:12.225 --> 00:05:12.815 Give you an example. 00:05:13.965 --> 00:05:17.174 If you get this product, it can help you be happier. 00:05:17.385 --> 00:05:17.594 Okay. 00:05:17.594 --> 00:05:18.854 That's a loose goose statement. 00:05:19.034 --> 00:05:21.705 If you get this product, it will make you happier. 00:05:21.705 --> 00:05:24.614 That's an absolute statement, by the way, I realize there's no product 00:05:24.614 --> 00:05:27.344 that's gonna make you happy, but I wanted you to feel the difference here. 00:05:27.525 --> 00:05:29.325 This could do it for you, or it will. 00:05:29.474 --> 00:05:33.275 It is a matter of fact statement when we speak with certainty, 00:05:33.280 --> 00:05:36.585 it showcases confidence that we know what we're talking about. 00:05:36.825 --> 00:05:38.354 So I wanna tell you a story of. 00:05:39.105 --> 00:05:44.325 This lack of certainty made me not trust a doctor, a veterinarian specifically. 00:05:44.655 --> 00:05:46.755 Now my, my old dog rest in peace. 00:05:46.755 --> 00:05:50.175 Nelly was in 90 pound Husky, and she was nearing the end of her life. 00:05:50.235 --> 00:05:51.825 I was distraught my friend's out there. 00:05:51.825 --> 00:05:55.455 You know what that's like when you lose a pet, a dog or a cat, it's 00:05:55.455 --> 00:05:56.655 a, it's a member of the family. 00:05:56.715 --> 00:05:59.025 And that transition time it's raw. 00:05:59.145 --> 00:05:59.865 It's emotional. 00:05:59.865 --> 00:06:00.435 It's sad. 00:06:00.435 --> 00:06:01.125 It hurts. 00:06:01.345 --> 00:06:02.325 So I go to the vet with. 00:06:03.030 --> 00:06:04.590 This is an old vet, by the way, not the one. 00:06:04.590 --> 00:06:06.210 You hear me talk about raving stories. 00:06:06.210 --> 00:06:06.870 They are amazing. 00:06:07.080 --> 00:06:10.410 The old vet I go to and this woman's been practicing for decades and decades. 00:06:10.410 --> 00:06:14.340 In fact, she started her practice, I believe in the seventies and I'm in there 00:06:14.520 --> 00:06:15.600 and I said, what do I do with Nellie? 00:06:15.810 --> 00:06:18.330 And she says, well, you could do this. 00:06:18.335 --> 00:06:19.830 And then if you do that, this'll happen. 00:06:19.860 --> 00:06:22.470 And then, well, this is another option and this'll happen. 00:06:22.470 --> 00:06:25.680 And she does this, these Lucy goose airy terms, and she gives 00:06:25.680 --> 00:06:28.260 me about six different scenarios. 00:06:28.590 --> 00:06:29.970 Do I have confidence in her? 00:06:30.585 --> 00:06:31.005 No. 00:06:31.275 --> 00:06:33.855 So I try to reel her in and just tell her what I need. 00:06:34.065 --> 00:06:35.865 I say, doc, listen, I'm sad. 00:06:35.895 --> 00:06:36.615 I'm emotional. 00:06:36.675 --> 00:06:39.765 You know how I feel about the end of life care for Nellie? 00:06:39.885 --> 00:06:43.215 You know, the quality of life, you know, the values I've shared with you 00:06:43.220 --> 00:06:47.265 about where I draw that line between euthanasia and just letting her live 00:06:47.265 --> 00:06:50.145 out her life, because I want her to be there even if she's suffering. 00:06:50.415 --> 00:06:53.145 So knowing that, what would you recommend to me? 00:06:53.295 --> 00:06:56.895 And then instead of these six concepts, she boiled it down to a four. 00:06:57.165 --> 00:07:01.745 Well, I left that appointment even more sad, more confused and 00:07:01.745 --> 00:07:06.605 more frustrated than when I showed up because she had no certainty. 00:07:06.725 --> 00:07:08.765 She didn't tell me what was going to happen. 00:07:08.765 --> 00:07:12.215 Think of certainty, like giving someone instructions, which will tie 00:07:12.215 --> 00:07:14.525 in here in a minute clear direction. 00:07:14.940 --> 00:07:15.240 Okay. 00:07:15.300 --> 00:07:16.620 An absolute statement. 00:07:16.620 --> 00:07:19.740 No, can in this, it will, we will do this for you. 00:07:20.010 --> 00:07:20.340 All right. 00:07:20.340 --> 00:07:26.550 So speaking with certainty or absolutism, or matter of fact is critically important 00:07:26.669 --> 00:07:29.039 to showcase your confidence in speaking. 00:07:29.039 --> 00:07:29.820 And I'll give you an example. 00:07:30.030 --> 00:07:32.280 If you called me up and you said, Hey, Adam, you know, 00:07:32.284 --> 00:07:33.870 which program's best for me? 00:07:33.930 --> 00:07:38.039 And I would say, well, you've got this option and this will this option. 00:07:38.039 --> 00:07:40.650 And no, what I'm gonna say is I'm gonna ask you a question. 00:07:41.595 --> 00:07:42.765 Are you an owner or a rep? 00:07:42.765 --> 00:07:43.185 Okay. 00:07:43.335 --> 00:07:45.435 If you're a sales rep, start with the roofing sales success formula, 00:07:45.435 --> 00:07:46.875 that's your best path for everything. 00:07:47.205 --> 00:07:48.885 If you're in a budget, the battle, pack's a great option. 00:07:49.095 --> 00:07:52.395 As an owner, the only path for you is the best path and that's the roofing 00:07:52.400 --> 00:07:53.775 sales success formula, the full training. 00:07:53.955 --> 00:07:54.375 Do you see that? 00:07:54.375 --> 00:07:55.425 That's a level of certainty? 00:07:55.425 --> 00:07:56.835 Not, well, we can do this. 00:07:56.835 --> 00:07:57.135 We can do. 00:07:57.140 --> 00:07:58.455 That's like, this is where you start. 00:07:58.455 --> 00:07:59.505 Do I offer other things? 00:07:59.510 --> 00:07:59.745 Yes. 00:08:00.020 --> 00:08:01.940 But I recommend everybody start there. 00:08:02.090 --> 00:08:04.790 I have certainty a matter of fact, make sense. 00:08:05.120 --> 00:08:05.630 All right. 00:08:05.750 --> 00:08:09.140 That's element number one is speaking with certainty element. 00:08:09.145 --> 00:08:11.660 Number two is speaking with authority. 00:08:12.020 --> 00:08:13.880 Now, what do I mean by authority? 00:08:14.150 --> 00:08:17.240 Think of the tonality between a traffic cop. 00:08:17.240 --> 00:08:19.220 For example, he's gonna direct traffic. 00:08:19.220 --> 00:08:22.250 He's gonna speak with authority when you see a doctor and 00:08:22.250 --> 00:08:23.480 you've heard me say this before. 00:08:23.720 --> 00:08:26.090 I'm transitioning by the way, from the veterinarian to the doctor. 00:08:26.715 --> 00:08:29.925 You want to sell like a doctor diagnose what's going on, prescribe 00:08:29.925 --> 00:08:31.425 the solution, tell a story. 00:08:32.025 --> 00:08:35.475 When we, when we communicate with authority, it shows that we 00:08:35.475 --> 00:08:37.215 know what we're talking about. 00:08:37.220 --> 00:08:41.325 And by the way, to me, the, the best type of knowledge to have in order 00:08:41.325 --> 00:08:44.295 to speak with authority is process knowledge, how this whole thing works. 00:08:44.295 --> 00:08:46.995 This is the most important part to homeowners, not as much the 00:08:46.995 --> 00:08:48.765 product side, this is my opinion. 00:08:48.885 --> 00:08:49.185 If you. 00:08:50.040 --> 00:08:51.000 Uh, do drop a comment. 00:08:51.030 --> 00:08:54.540 I'm happy to engage in a healthy discussion because your experience 00:08:54.540 --> 00:08:55.439 might be different than mine. 00:08:55.740 --> 00:08:59.760 And I've been very quickly humbled running this channel to learn 00:09:00.060 --> 00:09:01.439 how much I have yet to learn. 00:09:01.439 --> 00:09:03.360 I've been in the business for two thou since 2011. 00:09:03.365 --> 00:09:06.600 And if I said everything I said was the, the, the fact the best way, and 00:09:06.600 --> 00:09:08.040 the only way I'd be lying to you. 00:09:08.100 --> 00:09:09.090 There's so many ways to do this. 00:09:09.090 --> 00:09:12.240 So if you disagree with any of us, do drop a comment below or ask any questions 00:09:12.360 --> 00:09:13.949 and we can all learn from it together. 00:09:14.280 --> 00:09:19.170 So again, speaking with authority, Showcasing that, you know what 00:09:19.170 --> 00:09:22.470 you're talking about, positioning yourself as the expert or the doctor. 00:09:22.590 --> 00:09:26.370 So if I blend authority and certainty, this is an example, Hey, Mr. 00:09:26.375 --> 00:09:29.670 Homeowner, as we go through the roof replacement process, this 00:09:29.670 --> 00:09:32.340 is what will happen, certainty. 00:09:32.370 --> 00:09:32.580 Okay. 00:09:32.580 --> 00:09:34.020 That is an example of certainty. 00:09:34.200 --> 00:09:35.790 This is what will happen first. 00:09:35.850 --> 00:09:37.380 We're gonna go through everything today. 00:09:37.380 --> 00:09:41.190 So you feel comfortable making the next steps or the decision on the 00:09:41.190 --> 00:09:42.780 next steps that are right for you. 00:09:43.050 --> 00:09:44.630 Then what will happen is we're gonna. 00:09:44.810 --> 00:09:45.469 Colors. 00:09:45.530 --> 00:09:45.829 Okay. 00:09:46.010 --> 00:09:47.390 I'm describing with certainty. 00:09:47.420 --> 00:09:50.239 The next steps very clearly, then what's gonna happen is we're 00:09:50.239 --> 00:09:52.250 gonna show up and prep the house. 00:09:52.489 --> 00:09:55.520 We're gonna make sure that your lawn is safe, your garage doors, your windows, 00:09:55.520 --> 00:09:57.140 and everything from that debris removal. 00:09:57.290 --> 00:09:59.209 I'm speaking with authority that I know what's gonna happen. 00:09:59.390 --> 00:10:02.300 Then we're gonna go ahead and start installing the roof. 00:10:02.300 --> 00:10:03.020 This is what's gonna happen. 00:10:03.025 --> 00:10:03.920 This is our cleanup process. 00:10:03.920 --> 00:10:06.890 This is our final walkthrough, and I use authority to say it. 00:10:06.890 --> 00:10:08.300 Ain't my first rodeo. 00:10:08.670 --> 00:10:11.459 Even if it is by the way you speak with authority. 00:10:11.550 --> 00:10:14.400 So we're gonna blend certainty and authority to position 00:10:14.400 --> 00:10:16.530 yourself as the leading expert. 00:10:16.890 --> 00:10:17.430 All right. 00:10:17.579 --> 00:10:22.199 Finally is we need to be direct. 00:10:23.910 --> 00:10:25.560 What do I mean by direct? 00:10:25.979 --> 00:10:28.680 Hey, if you wanna move forward, you just let me know. 00:10:29.010 --> 00:10:32.430 Mm-hmm . If you wanna move forward, all we need is an autograph, right? 00:10:33.960 --> 00:10:34.200 okay. 00:10:34.200 --> 00:10:38.490 That's being direct, communicating in a way by blending authority 00:10:38.490 --> 00:10:42.780 and certainty to speak directly to someone and giving them directions. 00:10:42.960 --> 00:10:47.550 You put the lanes on you dictate how this process goes, and you can communicate 00:10:47.550 --> 00:10:50.400 clearly in a way where people understand. 00:10:50.550 --> 00:10:51.570 I don't want to keep it. 00:10:51.575 --> 00:10:54.150 Lucy goose, Lucy goose doesn't have any place in. 00:10:54.730 --> 00:10:56.770 Don't do any speaking with Lucy goose terms? 00:10:56.950 --> 00:11:00.130 What do I mean by loose Lucy goose, a lack of certainty, showing people 00:11:00.130 --> 00:11:02.350 that you have no idea what you're talking about and not being direct. 00:11:02.410 --> 00:11:05.290 And if you've been in sales for more than an hour, you know, that you need 00:11:05.290 --> 00:11:07.180 to be direct to ask for the business. 00:11:07.300 --> 00:11:09.700 You need to be direct to tell someone next steps. 00:11:09.850 --> 00:11:12.370 You need to be direct to tell someone what to do. 00:11:12.520 --> 00:11:16.720 You need to be direct to say, when is a good time for me to come back, 00:11:16.720 --> 00:11:18.250 to visit everything, to revisit. 00:11:18.635 --> 00:11:21.545 With you and your husband, when you're together, I'm clearly 00:11:21.545 --> 00:11:24.875 communicating what will happen, blending certainty in authority. 00:11:24.905 --> 00:11:28.205 And yeah, as you're observing this, you're like, wow, there's a lot 00:11:28.205 --> 00:11:31.564 of overlap between using certainty and authority and being direct. 00:11:31.745 --> 00:11:33.275 And there absolutely is. 00:11:33.335 --> 00:11:37.145 And these are the key themes where when you blend in your certainty 00:11:37.145 --> 00:11:42.545 authority and your directness, you will speak with even more confidence. 00:11:42.725 --> 00:11:45.275 So what I want you to do next is to. 00:11:46.140 --> 00:11:47.730 Where's your weaknesses. 00:11:47.790 --> 00:11:51.510 Grab a piece of paper right now and say, Hey, on a scale of one to 10, 00:11:51.780 --> 00:11:55.170 how much certainty do I have in my voice in communication on a scale 00:11:55.170 --> 00:11:56.790 of one to 10, how much authority? 00:11:57.120 --> 00:11:59.670 And then on a scale of one to 10, how direct am I? 00:11:59.970 --> 00:12:03.630 Once you score yourself, I want you to then say, you know what I realize 00:12:03.630 --> 00:12:05.910 with my authority, I'm a two out of 10. 00:12:05.940 --> 00:12:07.260 That's how I'd rank myself. 00:12:07.320 --> 00:12:09.480 And then you can say, Hey, well, why is that? 00:12:10.260 --> 00:12:13.800 Well it's because I don't really know enough and I don't have enough experience. 00:12:15.135 --> 00:12:16.215 go solve that problem. 00:12:16.455 --> 00:12:18.495 Go do ride alongs, talk to people on your team. 00:12:18.495 --> 00:12:19.545 Go sit on jobs. 00:12:19.815 --> 00:12:22.305 Find that weakness and quickly say what's the cure. 00:12:22.335 --> 00:12:23.085 Find that cure. 00:12:23.085 --> 00:12:23.385 Chase. 00:12:23.880 --> 00:12:26.970 And before, you know, it, you're gonna be a smooth talking confident salesperson. 00:12:26.970 --> 00:12:28.920 Who's closing more deals and giving customers an 00:12:28.925 --> 00:12:31.410 absolutely amazing experience. 00:12:31.770 --> 00:12:33.780 Now I want to close with this one last piece. 00:12:33.960 --> 00:12:37.590 One of the best ways to speak with confidence is to 00:12:37.590 --> 00:12:39.300 know what you're gonna say. 00:12:39.600 --> 00:12:39.870 Okay. 00:12:40.110 --> 00:12:41.250 So you know what you're gonna say? 00:12:41.250 --> 00:12:43.830 I'll give you an example, many sales people who go through my training 00:12:43.830 --> 00:12:47.040 program and learn my canvasing strategy, the full in depth, which 00:12:47.040 --> 00:12:47.880 by the way, I get asked a lot. 00:12:48.120 --> 00:12:49.950 What's the difference between your YouTube videos and what 00:12:49.950 --> 00:12:50.890 you provide in your program? 00:12:51.375 --> 00:12:55.635 A lot in my program, it's a full sales system from knock to close, including 00:12:55.635 --> 00:12:58.545 the training, every single thing you go through it, nine and a half hours. 00:12:58.545 --> 00:12:59.235 You're out, you're rocking. 00:12:59.235 --> 00:12:59.565 Rolling. 00:12:59.775 --> 00:13:02.415 All right, teams are using it to grow their, to grow their teams, train their 00:13:02.415 --> 00:13:06.195 existing teams, train future hires, find new recruits, the whole kit and caboodle. 00:13:06.495 --> 00:13:09.585 What, one of the most common forms of feedback I get is Adam. 00:13:10.005 --> 00:13:13.785 I am now more confident because I know what to say. 00:13:13.965 --> 00:13:16.905 I show up at the door knowing how I'm gonna start the conversation. 00:13:16.995 --> 00:13:18.825 When I hear an objection and I'm uncom. 00:13:19.290 --> 00:13:22.500 Instantly now I feel confident because I know how to start 00:13:22.500 --> 00:13:23.700 overcoming that objection. 00:13:23.910 --> 00:13:27.120 When I show up at the sales appointment, I know how it's going to go. 00:13:27.240 --> 00:13:31.140 So having that foresight, that vision and that clarity when you 00:13:31.170 --> 00:13:34.500 know, what you're gonna say is gonna help you feel even more confident. 00:13:34.710 --> 00:13:36.840 Now, is this a plug for my training system? 00:13:37.170 --> 00:13:38.760 A hundred percent it is. 00:13:38.910 --> 00:13:40.290 Does it mean that you need to buy it? 00:13:40.380 --> 00:13:40.980 Absolutely not. 00:13:40.980 --> 00:13:43.890 You might be just fine watching these videos or better yet 00:13:44.070 --> 00:13:47.670 articulating or creating your own formula, your own approach. 00:13:47.820 --> 00:13:50.700 So whether you use mine, whether you make your own, whether you use someone else's, 00:13:50.850 --> 00:13:54.300 I want you to remember that when you know how you're gonna start the conversation, 00:13:54.390 --> 00:13:57.090 how you're gonna overcome objections, how you're gonna run that sales appointment, 00:13:57.630 --> 00:13:59.250 that confidence level will arise. 00:13:59.250 --> 00:14:02.310 And it will be much easier to speak with certainty, a. 00:14:02.694 --> 00:14:03.954 And being direct. 00:14:04.194 --> 00:14:08.635 So there you have it, a simple framework to help you speak even more confidently. 00:14:08.935 --> 00:14:11.905 If for any reason you are interested in the roofing sales success formula 00:14:11.905 --> 00:14:15.714 for yourself or for your team, you can click the link in this description 00:14:15.714 --> 00:14:17.515 below, or give our team a call. 00:14:17.520 --> 00:14:22.074 You can call or text (303) 222-7133. 00:14:22.375 --> 00:14:22.675 Now. 00:14:23.030 --> 00:14:25.160 Let's continue our journey together. 00:14:25.340 --> 00:14:27.980 If you haven't yet done it, let's get a free copy of my pitch. 00:14:27.980 --> 00:14:31.250 Like a pro roofing sales training video library in your hands right 00:14:31.255 --> 00:14:33.800 now, click right here and I'll send you a free copy by the way. 00:14:33.950 --> 00:14:36.890 Did you notice how I told you to do that by being direct? 00:14:37.400 --> 00:14:40.370 And if you just want to join me here on YouTube, click and jump 00:14:40.370 --> 00:14:42.380 into this video, YouTube thinks you're really gonna love it. 00:14:42.380 --> 00:14:43.040 We'll see you soon.