Here's how you get really good at sales really fast without having to compare
yourself for what you see online.
Getting upset by all the chest thumping egos on the industry, Facebook groups, and
without, you know, Beating yourself up.
So in this video I'm gonna share with you that fast, easy path to get really
good at sales really quickly so you can smash your income goal and give every
customer an absolutely amazing experience.
'cause if you're like me, you got attracted to the roofing
industry, not because you love.
Roofs or watching them get installed or doing them yourself.
You got into this because it's an incredible opportunity to apply yourself,
be personally challenged, serve people, and then get rewarded very handsomely
by earning a boat load of money.
So first, a quick welcome or welcome back.
Adam Benson here, the roof strategist and everything that I do here on my
channel is designed to help you and your team smash your income goal and give
every customer an amazing experience.
And if you want more of these videos, jump inside my free training center.
There's no catch, there's a link in the description, or you can text
the word free to 3 0 3 2 2 2 71 3 3 owners, managers, uh, great resource
to share with your team as well.
Alright, let's rock and roll.
What's the fastest, easiest path to get really good at sales?
Now we're gonna start.
I'm gonna spill the beans real quick.
It's not by focusing on this word or that word, it's not by this strategy or that
strategy, and it's not even by listening to this piece of advice or that piece
of advice, it's even simpler than that.
The way you get really good at sales really quickly is you focus on what moves.
The needle.
Now, what do I mean by what moves the needle?
What I mean is if you're in sales, there are certain things that you do that will,
with a little effort, help you generate more leads and or generate more sales.
There are other things that is like sharpening the saw, so I
want to give you a few examples.
Now, I'm a nerd in the kitchen.
I love to cook and I love Japanese steel knives.
That's my favorite knife to cook with in the kitchen.
By the way, if you're a fellow cooking nerd or knife nerd, drop a
comment and share some love with me.
I love it.
So, Uh, my wife got me this, this beautiful.
I actually have quite a few of them.
These, these, I don't even know brands, they're like handmade in Japan, but I
know that when I got them, they often don't come fully sharpened because most
people that are nerds about knives, they choose to sharpen the knife how they want.
They'll wet stone, get the right angle for the blade and get it.
To the level of sharpness that they wish.
And I know for, for the average person, they'll say that knife's
sharp, but a knife is sharp.
When you can have a tomato set there and you can slice through it without moving
anything, that's when the knife is sharp.
And what we wanna think about in sales is if I was to give you a knife, we
would all agree, like a reasonably sharp knife is gonna be just fine.
You've cooked with a reasonably sharp knife, right?
And you've also probably cooked with a razor sharp knife.
Well, is there a really big difference between a sharp
knife and a razor sharp knife?
No.
Is one easier and nicer and more fun?
Yes.
But will it get the job done?
Both of them, absolutely.
But would you also agree that if I gave you a dull knife, you know like
sometimes when you get an Airbnb and you go to the knife drawer and you're
like cutting something and you just watch like the tomato roll around
and you're like, seriously, this is, this is not even a knife anymore.
This is a blunt object.
What we need to do thinking of this in sales terms is take that blunt object,
that Airbnb knife and get it sharp, at least sharp enough to be good.
Enough to do the job.
And then from this level of sharpness to that razor sharpness, that's where
we start to fine tune our skill sets.
So when we're new in sales, don't get lost in all the little
tips, tricks, and strategies.
Focus on, okay, if I do this, it will generate this result.
And when you start to analyze, and I'll break this down into some
specifics for you, we start to analyze.
Will this actually move the needle?
Will this make, this is a question I always ask myself, will this make a
statistically significant difference on my ability to generate leads and close deals?
And if the answer is no, I don't even pay it any 10 attention.
So some people are like, oh, well, if I put a QR code on my direct
mail letter, which by the way, I've still yet to see that being highly
effective, uh, in terms of conversion over a phone call, text, or email.
But if your results vary, let me know.
You know, like, again, that is not gonna sta.
Statistically move the needle even if you got one more call
in a month, like we wanna focus on what can do better than that.
So I'll give you an example.
What's gonna move the needle for the folks who are in door-to-door sales?
And I know I'll touch on those that of you that aren't in door-to-door is getting
out in front of more doors and focusing on what we say right when we show up.
Because the hardest part when we're in sales is getting the conversation going.
So if I, if this was my roof that was being installed, I'd be out here
during the install, knocking all these neighbors, and I would know exactly
what I was gonna say as I showed up.
I'd knock.
I'd take a, take a step back.
I'd say, Hey, I'd introduce myself.
My name's Adam.
Listen, the reason I'm stopping by, I'd step out further.
I'd point to the house, mention the homeowner by name and say,
Hey, we're installing the roof.
I'm sure you heard the noise.
Listen, I wanted to give you my card, and then I'm gonna go into
the whole spiel of why I am there to service the neighborhood.
Now that's gonna help move the needle, because once I'm in conversation, what
happens later in that conversation, I've got a little bit more runway
because of the rapport I've built.
But if I focus exclusively on what I'm gonna say once I'm in conversation, I
might never get to that point because I, I failed to focus on the first step.
So when we focus on what moves the needle, what we're looking for is in order.
What do we need?
What skill sets do we need to build?
First, I need to start a conversation.
Then I need to keep that conversation going, to create the need to then
get up on the roof, and then from there, I need to get invited inside.
Once I'm inside, I need to learn how to create the need for the
homeowner to want my services.
From there, I need to then present my solution.
After I present, I need to learn how to ask for the business, and then
I need to learn how to kickstart that crazy awesome relationship.
And then r ask for those referrals before I leave the house.
By the way, just a quick, high level snapshot of some of the components in my
car park closing formula that is being used by many, many thousands of people, by
the way, in every state in the us, Canada, even, uh, Australia, and even Sweden.
And, and when we focus again on, on good.
From, from, from, okay to good.
A good salesperson can still make a lot of money, and then in
time you can sharpen that knife.
So again, I want you to just simplify this, keep it really simple.
How do I take the dull, the really dull knife and just make
it sharp enough to do the job?
I.
And that's why in my sales system, and this is just my training philosophy,
okay, my, my philosophy is this, some training systems out there, like,
Hey, we have all these great videos, and they're gonna advertise how many
numbers of videos or how many hours.
I'm like, but it doesn't matter.
What we need is to get someone battle ready in the.
Fastest path possible.
Skip the fluff, skip explaining it.
Like do this, the results will follow.
So in my system, in just about nine and a half hours, both storm and
retail, we can get you trained up to, to go from a totally dull Airbnb
knife to a sharp knife right away.
Like that.
And that's why folks like Eric had a sales rep that got eight deals on his first day,
and I've had sales reps do over a million and a half, 2 million in their first year.
I've even had some sales reps, uh, one specifically earned about $350,000
in commissions in his very first year, and it was on a short season.
And it's because we're able to, to go through that, that progression quickly.
So if you're on this channel, you're doing the right thing and investing
in yourself, and I just want you to.
To, to, to, to leave on some words of wisdom and a little personal note.
Forget what you see on the internet.
Forget the latest trick of just fine tuning this word or that word,
and just focus on the fundamentals.
Can I start that conversation at the door?
Can I stay in conversation?
When people challenge me, am I confident overcoming an objection or do I just.
Leave and then am I doing the right activities to generate my deals?
Am I asking for the business?
So keep it simple and don't get in the weeds and too fine tuned.
And my last piece of advice is remember to keep it linear.
Focus on what you need to do in order I.
Don't overtrain yourself.
'cause I see a lot of new sales reps who will give themselves the excuse
that I need to learn all this, this and this, and the industry thing
in order to feel confident when in reality it's just a distraction.
So they don't have to go do what's uncomfortable, which is to get in
front of customers when they don't feel like they're good enough yet.
And the only way you're gonna feel like you're good enough is with practice.
So I want to close with this.
Practice, practice, practice, practice some more, do some
role play, set up a camera.
Film yourself.
Watch yourself critique yourself, owners, managers.
If you're using my system, my role play training's included, but with practice
on the fundamentals, you, my friend, can go from a dull knife to a sharp knife.
And in time into your career, as you're already making money, you can turn
that sharp knife into razor sharp.
Now, that's all I've got for you in this video.
Before that, Crew's getting back from lunch about to get that roof going.
So thanks for joining me here and if you haven't yet done it, jump into my free
training center for a whole bunch more.
And if you wanna learn more about my programs, there's
links in the description.
You can hang with me right here on YouTube.
I think you're gonna like this video.
We'll see you soon.