WEBVTT NOTE This file was generated by Descript 00:00:00.060 --> 00:00:01.560 So they liked you a lot. 00:00:01.560 --> 00:00:05.130 They told you we liked you, but we decided to go a different direction 00:00:05.520 --> 00:00:07.200 and you're losing deals, hearing this. 00:00:07.230 --> 00:00:10.470 And you're wondering, but people tell me, people buy from people. 00:00:10.475 --> 00:00:12.390 They like people, they know people they trust. 00:00:12.395 --> 00:00:14.820 And if they like me, why didn't they choose me? 00:00:15.195 --> 00:00:17.955 And I've been hearing this more and more, especially from the good guys in 00:00:17.955 --> 00:00:20.235 roofing sales people that are really trying to do right by customers. 00:00:20.505 --> 00:00:24.465 And you begin thinking to yourself, did I, what am I, what am I doing wrong? 00:00:24.470 --> 00:00:26.205 Do I need to be a hard seller? 00:00:26.205 --> 00:00:27.825 Do I have to compromise my ethics? 00:00:28.155 --> 00:00:30.165 Well, the answer is absolutely not. 00:00:30.405 --> 00:00:33.465 And in fact the answer is actually kind of simple. 00:00:33.615 --> 00:00:37.005 So in this video, I'm gonna share with you why you keep hearing this. 00:00:37.215 --> 00:00:39.855 We liked you, but we decided to go a different direction 00:00:40.125 --> 00:00:41.325 so you can get ahead of it. 00:00:41.325 --> 00:00:43.005 And hopefully it doesn't happen again. 00:00:43.445 --> 00:00:44.105 Before we get started. 00:00:44.105 --> 00:00:45.575 I just wanna say quick, welcome, and welcome back. 00:00:45.580 --> 00:00:48.155 My name's Adam Benjamin, the roof, strategist, everything I do here on my 00:00:48.155 --> 00:00:52.115 YouTube channel and my podcast and on my all in one sales training, sales strategy 00:00:52.115 --> 00:00:55.655 and sales system, that's currently being used by thousands of people for both storm 00:00:55.655 --> 00:00:59.525 and retail is designed to help you and your team smash your income goal and give 00:00:59.525 --> 00:01:01.695 every customer in amazing experience. 00:01:02.525 --> 00:01:04.265 And in order to do that, we gotta win the business. 00:01:04.265 --> 00:01:07.115 So when we're hearing people reject us, even though they like us causes 00:01:07.115 --> 00:01:09.905 us to question what we do, so this video's gonna be short, it's gonna 00:01:09.905 --> 00:01:11.165 be powerful, but let's get to. 00:01:11.730 --> 00:01:12.660 Why does this come up? 00:01:12.960 --> 00:01:13.740 The answer is. 00:01:14.340 --> 00:01:15.900 Here, let's start with a story. 00:01:16.110 --> 00:01:20.340 Imagine you go to two doctors scenario, you blew out your knees, unexpected. 00:01:20.340 --> 00:01:21.210 It was on the weekend, right? 00:01:21.390 --> 00:01:22.800 You blew your knee out. 00:01:23.160 --> 00:01:24.600 You find out you need surgery. 00:01:24.840 --> 00:01:26.730 You see the first guy he says, yep. 00:01:26.735 --> 00:01:27.480 You need surgery. 00:01:27.510 --> 00:01:28.830 So you go for a second opinion. 00:01:28.860 --> 00:01:31.740 He says, you need surgery, you reflect, and you look back on both 00:01:31.745 --> 00:01:34.860 appointments with both doctors, doctor number one, he's brand new. 00:01:34.860 --> 00:01:35.070 He's. 00:01:35.795 --> 00:01:38.015 10 times he was super nice. 00:01:38.195 --> 00:01:39.995 You both love the same football team. 00:01:39.995 --> 00:01:41.105 You both love to cook. 00:01:41.255 --> 00:01:45.365 You both have two kids and you both love the outdoors and you both love hunting. 00:01:45.545 --> 00:01:49.505 You really, really connected, but the next surgeon, he was someone 00:01:49.535 --> 00:01:51.425 you didn't necessarily like. 00:01:51.425 --> 00:01:53.855 In fact, your political views were different. 00:01:54.245 --> 00:01:55.805 You didn't have any common interests. 00:01:55.805 --> 00:01:59.045 He wasn't married, didn't have any kids, but the thing that 00:01:59.045 --> 00:02:01.025 set him apart is he spent this. 00:02:01.995 --> 00:02:05.175 Explaining to you exactly what was going to happen. 00:02:05.325 --> 00:02:08.835 He let him let you know that you were in really good hands, cuz 00:02:08.835 --> 00:02:13.465 he's done this surgery literally thousands of times over decades. 00:02:14.175 --> 00:02:16.635 Now I wanna ask you which surgeon do you choose? 00:02:17.025 --> 00:02:20.625 The one that you like that doesn't have that much experience are the one 00:02:20.655 --> 00:02:24.645 that you didn't quite like personally, but was a professional, an expert. 00:02:24.855 --> 00:02:25.515 He was credible. 00:02:25.515 --> 00:02:30.465 He guided you through the process and he had a lot more experience like. 00:02:31.140 --> 00:02:33.750 But don't like, The answer's pretty clear, isn't it? 00:02:34.049 --> 00:02:36.210 You choose the doctor, who's the expert. 00:02:36.780 --> 00:02:40.859 And oftentimes we put too much emphasis on liking people. 00:02:41.100 --> 00:02:44.250 There's no doubt that it will help the expert if he was likable. 00:02:44.340 --> 00:02:46.320 Oh man, these are like done deals. 00:02:46.320 --> 00:02:47.070 You and I know that. 00:02:47.490 --> 00:02:50.100 So what we need to remember is that although it's important 00:02:50.100 --> 00:02:54.570 for us to be liked, what's more important is to bring value. 00:02:54.810 --> 00:02:59.400 And I know this word's thrown out, so overused value bring value. 00:02:59.400 --> 00:02:59.519 So. 00:03:00.405 --> 00:03:00.615 Fully. 00:03:00.615 --> 00:03:01.155 I agree. 00:03:01.155 --> 00:03:02.025 I just think it's overused. 00:03:02.025 --> 00:03:04.395 So I wanna break down what exactly is value? 00:03:04.425 --> 00:03:07.395 How do we, how do we define what value is? 00:03:07.395 --> 00:03:08.685 And here's where I do. 00:03:09.135 --> 00:03:12.915 Number one, it's helping to clearly identify a clear problem. 00:03:13.245 --> 00:03:15.675 Oftentimes in roofing, this is problems that the homeowners 00:03:15.675 --> 00:03:17.785 did not know that they even had. 00:03:18.410 --> 00:03:21.140 Like when you show up and they're like, my roof is fine on the storm side or 00:03:21.140 --> 00:03:23.660 on the retail side, by the way you get there and you, ah, my roof's fine. 00:03:23.660 --> 00:03:25.430 We can get three, four or five more years out of it. 00:03:25.820 --> 00:03:28.040 So we have to identify the problem. 00:03:28.370 --> 00:03:30.950 And it's not that difficult to identify. 00:03:31.160 --> 00:03:34.850 Number two is the hardest one, which brings us number two. 00:03:35.850 --> 00:03:40.440 We have to get the homeowner to take ownership of that problem for 00:03:40.440 --> 00:03:42.660 them to describe this situation. 00:03:42.660 --> 00:03:44.130 Not for us, not for us to go Mr. 00:03:44.130 --> 00:03:47.579 Homeowner, roof damage, you got all this and for help on that, I'm gonna click to, 00:03:47.609 --> 00:03:51.540 uh, to a card on YouTube here to a video I've done saying never, ever, ever, ever 00:03:51.540 --> 00:03:53.040 tell a homeowner the roof is damaged. 00:03:53.045 --> 00:03:53.390 Okay. 00:03:53.670 --> 00:03:55.310 They'd be like me going to you being like you're an alcoholic. 00:03:55.860 --> 00:03:58.320 No only you're the one that can decide that for yourself. 00:03:58.320 --> 00:04:00.990 Cuz if I say that to you, you will not change. 00:04:00.990 --> 00:04:03.090 But if you take ownership of it, you'll change. 00:04:03.270 --> 00:04:04.320 Same thing about losing weight. 00:04:04.320 --> 00:04:07.050 And I apologize for being really forward here. 00:04:07.080 --> 00:04:10.320 I'm only sharing this cuz I quit drinking and I had someone family 00:04:10.320 --> 00:04:11.790 member be like Adam, it's like 10 30. 00:04:11.795 --> 00:04:12.960 I'm like, ah, we're on vacation. 00:04:12.960 --> 00:04:13.920 Go grab me a beer. 00:04:13.925 --> 00:04:14.300 Right. 00:04:14.910 --> 00:04:18.149 I didn't take ownership of what I found later was just not 00:04:18.149 --> 00:04:19.380 a healthy relationship with. 00:04:20.235 --> 00:04:23.565 So when I took ownership of that problem, I initiated 00:04:23.565 --> 00:04:25.875 change and sales is, is change. 00:04:25.965 --> 00:04:29.985 When someone buys something they intend to make a change to, or to 00:04:29.985 --> 00:04:33.345 change something about themselves or their situation, people will not 00:04:33.345 --> 00:04:35.085 embark on this journey of change. 00:04:35.680 --> 00:04:38.590 Unless they take ownership of the problem. 00:04:38.740 --> 00:04:40.060 So number one, identify the problem. 00:04:40.060 --> 00:04:42.880 Number two is making sure they take ownership of that problem. 00:04:42.880 --> 00:04:44.469 Watch that video linked to before it's really gonna help. 00:04:44.650 --> 00:04:48.400 And then the third thing is showcasing your credibility and 00:04:48.400 --> 00:04:50.590 expertise with your solution. 00:04:50.910 --> 00:04:54.300 Your solution, your credibility, your authority, your expertise, by the way, 00:04:54.300 --> 00:04:58.020 if you're using my car park closing formula that I teach in my all in one 00:04:58.140 --> 00:05:00.780 sales training, sales strategy and sales system called the roofing sales 00:05:00.780 --> 00:05:02.850 success formula in the car park formula. 00:05:02.855 --> 00:05:04.920 I, I guide you through these steps. 00:05:05.130 --> 00:05:07.440 I guide you to connect and build that likability, but 00:05:07.470 --> 00:05:08.580 it doesn't just stop there. 00:05:08.760 --> 00:05:11.220 I guide you into identifying the problem with the homeowner, but 00:05:11.220 --> 00:05:12.510 also creating a really compelling. 00:05:12.989 --> 00:05:16.109 I guide you to show you how to get the homeowner describing the damage to you. 00:05:16.349 --> 00:05:19.380 Then we go straight into overcoming the price or deductible objection. 00:05:19.590 --> 00:05:23.190 And then only from there, do we then transition to that third piece I talked to 00:05:23.190 --> 00:05:27.989 you about, which is showcasing your value, showing your credibility and authority. 00:05:28.035 --> 00:05:31.155 In our presentation only comes way later and too many people are trying to sell 00:05:31.155 --> 00:05:35.745 themselves or buddy up first, we need to hit that before we explain how it works. 00:05:35.745 --> 00:05:38.175 Before we showcase our expertise, before we showcase 00:05:38.355 --> 00:05:39.765 our social proof and credibility. 00:05:40.155 --> 00:05:43.905 And when we follow those steps, we then start closing more deals, 00:05:43.905 --> 00:05:45.015 which is what it's all about. 00:05:45.405 --> 00:05:49.005 So there you have it, the real reason that people say they like 00:05:49.005 --> 00:05:51.225 you, but didn't choose you is cuz you didn't bring enough value. 00:05:51.225 --> 00:05:54.735 So your mission in summary is to one, identify the problem. 00:05:54.945 --> 00:05:57.405 Number two, get the homeowner to take owner. 00:05:58.110 --> 00:05:58.830 Of that problem. 00:05:58.860 --> 00:06:02.430 And number three, provide an absolutely amazing solution by showcasing your 00:06:02.430 --> 00:06:04.740 credibility, authority and expertise. 00:06:04.860 --> 00:06:06.420 Just like the example with the doctor. 00:06:06.750 --> 00:06:09.690 Hey, that's all for today's video and I'm doing some new formats. 00:06:09.690 --> 00:06:12.360 So I'd love to hear from you if you like it, if you don't like it, if 00:06:12.360 --> 00:06:14.820 you wanna see me back in studio, but I'm trying to create just. 00:06:15.025 --> 00:06:18.445 Casual content, as soon as I think of it to fire up this video and give 00:06:18.445 --> 00:06:22.195 you the messages that I'm coaching throughout every single day, whether 00:06:22.195 --> 00:06:24.625 it's in the pitch pro movement or with one-on-one clients or in in-person 00:06:24.630 --> 00:06:27.594 trainings, I wanna give you more of these little tiny golden nuggets. 00:06:27.594 --> 00:06:30.655 So I'd love your feedback, cuz everything I do here is for you. 00:06:30.835 --> 00:06:33.025 So if you like the video, give it a thumbs up and subscribe. 00:06:33.025 --> 00:06:33.685 So you don't miss one. 00:06:33.835 --> 00:06:35.484 And if you don't like it, do let me know. 00:06:35.484 --> 00:06:37.405 Because again, everything I do here is. 00:06:38.135 --> 00:06:41.225 So as we wrap up, if you haven't yet done it, click here to 00:06:41.225 --> 00:06:42.245 get a free copy of my pitch. 00:06:42.245 --> 00:06:45.185 Like a pro roofing sales training video library sent right to your inbox, 00:06:45.485 --> 00:06:48.845 or watch that video that I linked to before that said is really gonna help. 00:06:48.850 --> 00:06:51.185 And that's this one right here to never, ever, ever tell your 00:06:51.185 --> 00:06:52.475 customer that the roof is damage. 00:06:52.625 --> 00:06:54.215 We get them to tell us that's all for now. 00:06:54.215 --> 00:06:54.646 I'll see you soon.