WEBVTT NOTE This file was generated by Descript 00:00:00.090 --> 00:00:04.380 Here's how you get really good at sales really fast without having to compare 00:00:04.380 --> 00:00:05.730 yourself for what you see online. 00:00:05.970 --> 00:00:10.170 Getting upset by all the chest thumping egos on the industry, Facebook groups, and 00:00:10.170 --> 00:00:12.735 without, you know, Beating yourself up. 00:00:13.005 --> 00:00:17.145 So in this video I'm gonna share with you that fast, easy path to get really 00:00:17.145 --> 00:00:21.195 good at sales really quickly so you can smash your income goal and give every 00:00:21.195 --> 00:00:23.805 customer an absolutely amazing experience. 00:00:23.810 --> 00:00:26.055 'cause if you're like me, you got attracted to the roofing 00:00:26.060 --> 00:00:27.735 industry, not because you love. 00:00:28.185 --> 00:00:31.155 Roofs or watching them get installed or doing them yourself. 00:00:31.365 --> 00:00:35.235 You got into this because it's an incredible opportunity to apply yourself, 00:00:35.235 --> 00:00:39.195 be personally challenged, serve people, and then get rewarded very handsomely 00:00:39.200 --> 00:00:40.995 by earning a boat load of money. 00:00:41.355 --> 00:00:43.695 So first, a quick welcome or welcome back. 00:00:44.055 --> 00:00:47.355 Adam Benson here, the roof strategist and everything that I do here on my 00:00:47.355 --> 00:00:50.685 channel is designed to help you and your team smash your income goal and give 00:00:50.685 --> 00:00:53.025 every customer an amazing experience. 00:00:53.355 --> 00:00:55.725 And if you want more of these videos, jump inside my free training center. 00:00:55.725 --> 00:00:57.615 There's no catch, there's a link in the description, or you can text 00:00:57.620 --> 00:01:03.315 the word free to 3 0 3 2 2 2 71 3 3 owners, managers, uh, great resource 00:01:03.885 --> 00:01:04.845 to share with your team as well. 00:01:05.205 --> 00:01:05.895 Alright, let's rock and roll. 00:01:05.895 --> 00:01:08.475 What's the fastest, easiest path to get really good at sales? 00:01:08.835 --> 00:01:09.794 Now we're gonna start. 00:01:09.794 --> 00:01:10.994 I'm gonna spill the beans real quick. 00:01:11.294 --> 00:01:16.274 It's not by focusing on this word or that word, it's not by this strategy or that 00:01:16.274 --> 00:01:19.574 strategy, and it's not even by listening to this piece of advice or that piece 00:01:19.574 --> 00:01:21.255 of advice, it's even simpler than that. 00:01:21.884 --> 00:01:25.964 The way you get really good at sales really quickly is you focus on what moves. 00:01:26.050 --> 00:01:26.619 The needle. 00:01:26.679 --> 00:01:28.240 Now, what do I mean by what moves the needle? 00:01:28.539 --> 00:01:33.580 What I mean is if you're in sales, there are certain things that you do that will, 00:01:33.789 --> 00:01:38.380 with a little effort, help you generate more leads and or generate more sales. 00:01:38.649 --> 00:01:42.310 There are other things that is like sharpening the saw, so I 00:01:42.310 --> 00:01:43.479 want to give you a few examples. 00:01:43.479 --> 00:01:45.009 Now, I'm a nerd in the kitchen. 00:01:45.015 --> 00:01:48.070 I love to cook and I love Japanese steel knives. 00:01:48.070 --> 00:01:50.560 That's my favorite knife to cook with in the kitchen. 00:01:50.560 --> 00:01:53.050 By the way, if you're a fellow cooking nerd or knife nerd, drop a 00:01:53.050 --> 00:01:54.160 comment and share some love with me. 00:01:54.160 --> 00:01:54.490 I love it. 00:01:54.759 --> 00:01:57.485 So, Uh, my wife got me this, this beautiful. 00:01:57.485 --> 00:01:58.595 I actually have quite a few of them. 00:01:58.595 --> 00:02:01.925 These, these, I don't even know brands, they're like handmade in Japan, but I 00:02:01.925 --> 00:02:05.645 know that when I got them, they often don't come fully sharpened because most 00:02:05.645 --> 00:02:10.384 people that are nerds about knives, they choose to sharpen the knife how they want. 00:02:10.384 --> 00:02:13.144 They'll wet stone, get the right angle for the blade and get it. 00:02:13.145 --> 00:02:15.125 To the level of sharpness that they wish. 00:02:15.185 --> 00:02:17.375 And I know for, for the average person, they'll say that knife's 00:02:17.375 --> 00:02:18.815 sharp, but a knife is sharp. 00:02:18.815 --> 00:02:21.125 When you can have a tomato set there and you can slice through it without moving 00:02:21.125 --> 00:02:22.505 anything, that's when the knife is sharp. 00:02:22.895 --> 00:02:28.235 And what we wanna think about in sales is if I was to give you a knife, we 00:02:28.240 --> 00:02:31.955 would all agree, like a reasonably sharp knife is gonna be just fine. 00:02:31.985 --> 00:02:34.205 You've cooked with a reasonably sharp knife, right? 00:02:34.445 --> 00:02:36.995 And you've also probably cooked with a razor sharp knife. 00:02:37.235 --> 00:02:39.905 Well, is there a really big difference between a sharp 00:02:39.910 --> 00:02:41.105 knife and a razor sharp knife? 00:02:41.585 --> 00:02:42.065 No. 00:02:42.120 --> 00:02:44.280 Is one easier and nicer and more fun? 00:02:44.310 --> 00:02:44.820 Yes. 00:02:45.060 --> 00:02:46.290 But will it get the job done? 00:02:46.290 --> 00:02:47.640 Both of them, absolutely. 00:02:47.910 --> 00:02:50.670 But would you also agree that if I gave you a dull knife, you know like 00:02:50.670 --> 00:02:52.800 sometimes when you get an Airbnb and you go to the knife drawer and you're 00:02:52.805 --> 00:02:56.070 like cutting something and you just watch like the tomato roll around 00:02:56.070 --> 00:02:58.560 and you're like, seriously, this is, this is not even a knife anymore. 00:02:58.560 --> 00:02:59.520 This is a blunt object. 00:03:00.060 --> 00:03:04.020 What we need to do thinking of this in sales terms is take that blunt object, 00:03:04.020 --> 00:03:08.190 that Airbnb knife and get it sharp, at least sharp enough to be good. 00:03:08.335 --> 00:03:09.595 Enough to do the job. 00:03:09.745 --> 00:03:12.685 And then from this level of sharpness to that razor sharpness, that's where 00:03:12.685 --> 00:03:14.515 we start to fine tune our skill sets. 00:03:14.755 --> 00:03:17.785 So when we're new in sales, don't get lost in all the little 00:03:17.785 --> 00:03:19.045 tips, tricks, and strategies. 00:03:19.195 --> 00:03:23.365 Focus on, okay, if I do this, it will generate this result. 00:03:23.635 --> 00:03:26.125 And when you start to analyze, and I'll break this down into some 00:03:26.125 --> 00:03:27.925 specifics for you, we start to analyze. 00:03:28.160 --> 00:03:29.840 Will this actually move the needle? 00:03:30.049 --> 00:03:33.560 Will this make, this is a question I always ask myself, will this make a 00:03:33.560 --> 00:03:39.410 statistically significant difference on my ability to generate leads and close deals? 00:03:39.590 --> 00:03:43.010 And if the answer is no, I don't even pay it any 10 attention. 00:03:43.190 --> 00:03:46.130 So some people are like, oh, well, if I put a QR code on my direct 00:03:46.135 --> 00:03:49.100 mail letter, which by the way, I've still yet to see that being highly 00:03:49.100 --> 00:03:52.820 effective, uh, in terms of conversion over a phone call, text, or email. 00:03:52.820 --> 00:03:54.739 But if your results vary, let me know. 00:03:54.920 --> 00:03:56.540 You know, like, again, that is not gonna sta. 00:03:56.590 --> 00:03:59.350 Statistically move the needle even if you got one more call 00:03:59.500 --> 00:04:02.440 in a month, like we wanna focus on what can do better than that. 00:04:02.680 --> 00:04:03.610 So I'll give you an example. 00:04:03.880 --> 00:04:06.820 What's gonna move the needle for the folks who are in door-to-door sales? 00:04:06.820 --> 00:04:09.670 And I know I'll touch on those that of you that aren't in door-to-door is getting 00:04:09.670 --> 00:04:13.360 out in front of more doors and focusing on what we say right when we show up. 00:04:13.570 --> 00:04:16.899 Because the hardest part when we're in sales is getting the conversation going. 00:04:17.110 --> 00:04:21.100 So if I, if this was my roof that was being installed, I'd be out here 00:04:21.100 --> 00:04:24.280 during the install, knocking all these neighbors, and I would know exactly 00:04:24.280 --> 00:04:25.780 what I was gonna say as I showed up. 00:04:26.400 --> 00:04:26.880 I'd knock. 00:04:26.880 --> 00:04:28.229 I'd take a, take a step back. 00:04:28.229 --> 00:04:29.940 I'd say, Hey, I'd introduce myself. 00:04:29.940 --> 00:04:30.659 My name's Adam. 00:04:30.870 --> 00:04:33.210 Listen, the reason I'm stopping by, I'd step out further. 00:04:33.210 --> 00:04:35.909 I'd point to the house, mention the homeowner by name and say, 00:04:35.909 --> 00:04:37.020 Hey, we're installing the roof. 00:04:37.229 --> 00:04:38.310 I'm sure you heard the noise. 00:04:38.310 --> 00:04:40.950 Listen, I wanted to give you my card, and then I'm gonna go into 00:04:40.955 --> 00:04:43.650 the whole spiel of why I am there to service the neighborhood. 00:04:43.905 --> 00:04:48.105 Now that's gonna help move the needle, because once I'm in conversation, what 00:04:48.105 --> 00:04:51.705 happens later in that conversation, I've got a little bit more runway 00:04:51.705 --> 00:04:53.115 because of the rapport I've built. 00:04:53.355 --> 00:04:57.135 But if I focus exclusively on what I'm gonna say once I'm in conversation, I 00:04:57.135 --> 00:05:01.245 might never get to that point because I, I failed to focus on the first step. 00:05:01.545 --> 00:05:05.475 So when we focus on what moves the needle, what we're looking for is in order. 00:05:05.664 --> 00:05:06.235 What do we need? 00:05:06.235 --> 00:05:07.705 What skill sets do we need to build? 00:05:07.705 --> 00:05:09.235 First, I need to start a conversation. 00:05:09.294 --> 00:05:12.354 Then I need to keep that conversation going, to create the need to then 00:05:12.354 --> 00:05:15.594 get up on the roof, and then from there, I need to get invited inside. 00:05:15.594 --> 00:05:18.505 Once I'm inside, I need to learn how to create the need for the 00:05:18.505 --> 00:05:19.735 homeowner to want my services. 00:05:19.885 --> 00:05:24.175 From there, I need to then present my solution. 00:05:24.525 --> 00:05:27.195 After I present, I need to learn how to ask for the business, and then 00:05:27.195 --> 00:05:30.435 I need to learn how to kickstart that crazy awesome relationship. 00:05:30.435 --> 00:05:33.075 And then r ask for those referrals before I leave the house. 00:05:33.075 --> 00:05:35.955 By the way, just a quick, high level snapshot of some of the components in my 00:05:35.960 --> 00:05:39.705 car park closing formula that is being used by many, many thousands of people, by 00:05:39.710 --> 00:05:44.235 the way, in every state in the us, Canada, even, uh, Australia, and even Sweden. 00:05:44.565 --> 00:05:47.655 And, and when we focus again on, on good. 00:05:47.705 --> 00:05:49.625 From, from, from, okay to good. 00:05:50.075 --> 00:05:53.195 A good salesperson can still make a lot of money, and then in 00:05:53.195 --> 00:05:54.544 time you can sharpen that knife. 00:05:54.724 --> 00:05:57.965 So again, I want you to just simplify this, keep it really simple. 00:05:58.145 --> 00:06:00.544 How do I take the dull, the really dull knife and just make 00:06:00.544 --> 00:06:02.465 it sharp enough to do the job? 00:06:02.465 --> 00:06:02.495 I. 00:06:02.905 --> 00:06:06.475 And that's why in my sales system, and this is just my training philosophy, 00:06:06.505 --> 00:06:10.315 okay, my, my philosophy is this, some training systems out there, like, 00:06:10.315 --> 00:06:13.045 Hey, we have all these great videos, and they're gonna advertise how many 00:06:13.045 --> 00:06:14.515 numbers of videos or how many hours. 00:06:14.520 --> 00:06:15.835 I'm like, but it doesn't matter. 00:06:15.985 --> 00:06:18.145 What we need is to get someone battle ready in the. 00:06:18.195 --> 00:06:19.724 Fastest path possible. 00:06:19.935 --> 00:06:21.465 Skip the fluff, skip explaining it. 00:06:21.465 --> 00:06:23.534 Like do this, the results will follow. 00:06:23.685 --> 00:06:27.105 So in my system, in just about nine and a half hours, both storm and 00:06:27.105 --> 00:06:31.635 retail, we can get you trained up to, to go from a totally dull Airbnb 00:06:31.635 --> 00:06:34.125 knife to a sharp knife right away. 00:06:34.140 --> 00:06:34.919 Like that. 00:06:34.979 --> 00:06:38.700 And that's why folks like Eric had a sales rep that got eight deals on his first day, 00:06:38.700 --> 00:06:42.330 and I've had sales reps do over a million and a half, 2 million in their first year. 00:06:42.510 --> 00:06:47.130 I've even had some sales reps, uh, one specifically earned about $350,000 00:06:47.340 --> 00:06:49.950 in commissions in his very first year, and it was on a short season. 00:06:50.190 --> 00:06:53.310 And it's because we're able to, to go through that, that progression quickly. 00:06:53.310 --> 00:06:56.130 So if you're on this channel, you're doing the right thing and investing 00:06:56.130 --> 00:06:57.419 in yourself, and I just want you to. 00:06:57.630 --> 00:07:00.659 To, to, to, to leave on some words of wisdom and a little personal note. 00:07:01.080 --> 00:07:02.430 Forget what you see on the internet. 00:07:02.610 --> 00:07:05.640 Forget the latest trick of just fine tuning this word or that word, 00:07:05.820 --> 00:07:07.530 and just focus on the fundamentals. 00:07:07.710 --> 00:07:09.750 Can I start that conversation at the door? 00:07:10.020 --> 00:07:11.760 Can I stay in conversation? 00:07:11.760 --> 00:07:16.230 When people challenge me, am I confident overcoming an objection or do I just. 00:07:16.230 --> 00:07:20.455 Leave and then am I doing the right activities to generate my deals? 00:07:20.515 --> 00:07:21.865 Am I asking for the business? 00:07:22.075 --> 00:07:26.485 So keep it simple and don't get in the weeds and too fine tuned. 00:07:26.665 --> 00:07:29.665 And my last piece of advice is remember to keep it linear. 00:07:29.785 --> 00:07:32.005 Focus on what you need to do in order I. 00:07:32.185 --> 00:07:33.625 Don't overtrain yourself. 00:07:33.625 --> 00:07:36.534 'cause I see a lot of new sales reps who will give themselves the excuse 00:07:36.534 --> 00:07:39.025 that I need to learn all this, this and this, and the industry thing 00:07:39.025 --> 00:07:42.205 in order to feel confident when in reality it's just a distraction. 00:07:42.205 --> 00:07:44.335 So they don't have to go do what's uncomfortable, which is to get in 00:07:44.340 --> 00:07:46.465 front of customers when they don't feel like they're good enough yet. 00:07:46.525 --> 00:07:49.885 And the only way you're gonna feel like you're good enough is with practice. 00:07:50.155 --> 00:07:51.385 So I want to close with this. 00:07:51.835 --> 00:07:56.065 Practice, practice, practice, practice some more, do some 00:07:56.065 --> 00:07:57.745 role play, set up a camera. 00:07:57.989 --> 00:07:58.739 Film yourself. 00:07:58.770 --> 00:08:01.380 Watch yourself critique yourself, owners, managers. 00:08:01.380 --> 00:08:04.710 If you're using my system, my role play training's included, but with practice 00:08:04.710 --> 00:08:08.429 on the fundamentals, you, my friend, can go from a dull knife to a sharp knife. 00:08:08.429 --> 00:08:11.340 And in time into your career, as you're already making money, you can turn 00:08:11.344 --> 00:08:12.750 that sharp knife into razor sharp. 00:08:13.169 --> 00:08:15.000 Now, that's all I've got for you in this video. 00:08:15.000 --> 00:08:18.450 Before that, Crew's getting back from lunch about to get that roof going. 00:08:18.630 --> 00:08:21.900 So thanks for joining me here and if you haven't yet done it, jump into my free 00:08:21.900 --> 00:08:23.550 training center for a whole bunch more. 00:08:23.940 --> 00:08:25.890 And if you wanna learn more about my programs, there's 00:08:25.890 --> 00:08:26.670 links in the description. 00:08:26.970 --> 00:08:28.410 You can hang with me right here on YouTube. 00:08:28.770 --> 00:08:29.850 I think you're gonna like this video. 00:08:30.180 --> 00:08:30.660 We'll see you soon.