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The only FREE Roofing Sales Training Podcast and YouTube Channel focused on both retail and storm damage roofing sales. Every video has an actionable take away to help you generate roofing leads, cold call, ace your pitch at the door, close sales, get more referrals and more... Learn how to stand above competitors and win more sales, even if you suck at selling. Get everything you need to become a "million dollar closer" in roofing sales for retail, hail damage, and door to door (canvassing). Subscribe & follow for FREE roofing sales training every Monday and Thursday.
This five step closing framework
will help you close more deals
consistently, confidently, and
even if you're priced higher.
And it worked for TJ in just two days.
After going through training, I get
this text message from his sales
manager that reads, TJ just closed one
against two of our biggest competitors,
that we are always priced higher
than by following this framework.
In this video, I'm gonna be
teaching you these five steps in
order so you can take some notes.
That's a hint.
Take some notes and then implement in
the very next sales appointment you run.
Now let's get to it.
First quick, welcome and welcome back.
Adam Bessman 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 one of my greatest whys, the
fuel that keeps me going is to create
experiences all across America, well
even Canada, Australia and Sweden, where
people who are resistant homeowners.
Of dealing with roofers or getting the
roof replaced can have an enjoyable
experience, both for the homeowner and
the sales rep in this five step closing
process is gonna help you do just that.
So again, welcome and welcome
back, Adam Edman here.
Let's rock and roll Number one.
Step number one is to proactively overcome
objections, so whether you're selling
storm or retail, I did a previous video
that I'll put a link to right up here on
the top, closer strategy to overcoming
objectives proactively without having to
use rebuttals, and I recommend watching
that video cause I go into greater detail.
But if you're someone that's waited
for questions to come up or done a
really good job presenting and hope
those questions don't come up, you
gotta throw that out the window.
The bigger the scarier they are.
You need to bring everything into
your presentation proactively.
The reason is it builds a
tremendous amount of trust.
Number two, it positions
you as the expert.
It shows that you know what you're
doing and it ain't your first rodeo.
Number three, it shows that
you're not hiding from anything.
You're airing out all of the baggage
and the concerns that they might have,
and it makes people feel a crazy sense
of comfort and crazy in a good way.
All right, so again, step number one
is to proactively overcome objections.
Step number two is to sprinkle
throughout your presentation and
specifically right before you close.
Do you have any questions for me?
And the reason we do this is we invite
people to draw out their questions because
we know that if there are questions
that they have, they're not listening.
Just like back when you were in
middle school or high school,
and you're a roofer now.
So my guess is you struggled like
I did in some form of school,
and you had a question for me.
I was in the same math class
four years in a row, and somehow
I made it here, so who knows?
But anyway, remember raising
my hand, I'm like, what?
Algebra?
Huh?
And then I would be
stuck on this question.
My teacher would teach for five
minutes cuz the rest of the
class wasn't as special as I was.
And then she'd call on me.
And then from when I raised my hand
here to here, I didn't catch a thing.
And the same thing's
happening with our homeowners.
So we want to draw those out.
Alright, now step number three
is we're gonna do a little bit
of a loop of some questions.
There's two questions that
we ask before the close.
Now, this philosophy that I
teach is different than others.
I know many people are like, Close,
early, close often, ask for the close.
And you can do that in, in my opinion.
And again, there's a blend
between what works and what
makes people feel comfortable.
Because I've seen things that that
can work, but the times they don't,
they will repel a customer for life
and get them to write you a one star
review cuz you're too pushy, too
sleazy, too salesy, or too aggressive.
And I don't ever want that to happen.
So there's that, that fine line of
what works and then what, what lands
with your like moral and ethical
compass and this is what works for me.
And I've also.
Proven it with the some data and serving
tens of thousands of people and they also
love it and their homeowners love it.
And I've seen what homeowners
say about the sales experience.
Things like when they hand
them a check and say Thank you.
Who, who hands someone a check
and says, here's 20 grand.
Thank you.
Thank you for letting me give you my money
for the, for explaining everything to me.
That's really what I'm looking for.
Again, it's creating an amazing
experience in the house.
So step number three is to ask these
two questions back to back before we go
in for the close question number one.
Do you have any questions for me?
Again, if we ask for the business
when they still have questions,
you will almost always get no
or some excuse that they can't.
That's the biggest reason that I don't
believe for going in for the kill, as
they say, or going in for the ask, asking
for the order, asking for the sale when
you haven't drawn out all the questions.
Because if you go in and they
have questions, they just
feel like, whoa, whoa, whoa.
I'm not ready yet, and you're
asking for my business.
And they clam up.
All right.
It's almost like if you walked up to
the most beautiful person at the bar
and just asked, Hey, you're gorgeous.
Can I buy you a drink?
You wanna go home with me,
have breakfast with my, with
my family, and meet my parents?
They'd be like, that is way too much.
That is way too soon.
So that's why I don't believe
in going in hard early.
In fact, I won't ask for the
close unless this is a pro tip.
That's not really part of this.
If a homeowner asks me a buying motivated
question and they're ready to rock and
roll, then I'll use what's called the jump
close, but I'm still gonna use this loop.
All right.
So again, back on step number three.
Do you have any questions for me?
That's my first question.
My next question after that
is, does this all make sense?
All right.
Does this all make sense?
And when I bring up that question
that way, does this all make sense?
It's another way of saying, are you
sure you have no more questions?
Because oftentimes you'll ask a homeowner,
do you have any questions for me?
No.
Does all this make sense?
And they use this word actually.
You know, we just got this new hot tub.
How are you gonna protect that?
Actually, we work from home
and we're on Zoom all day.
Is it gonna be loud?
Can you guys do the roof on a Saturday?
Actually, we're gonna be out
of town for like the next three
weeks up to our vacation property.
Are we able to schedule ahead?
There's alway, there's this one
little thing, and it's a, it's
a buying question that they ask.
So again, does all this make sense?
All right.
Then we go into step number
four, which is the close.
That's where we teach how to close.
There's a million philosophies.
Quite frankly.
I don't care which one you use.
I teach one particular approach as
the go-to, but you need to know a lot.
If you wanna learn more, more on this, by
the way, jump in my free training center.
You can text the word free to 3 0 3
2 2 2 71 33, or click the link in the
description or just text free to 3 0
3 2 2 2 71 33 on the left hand side.
When you're the free
training center, scroll down.
I have a, a training called 10 Closing
Techniques for Every situation.
There's many, many, many, many, many
more, but that one was a big hit.
We had, I think over a thousand
people register for that live webinar.
And it was, it was phenomenal.
So go take a peek, but going in for
the close and asking for the business,
whether using the assumptive close,
the which day, close, the this or that.
Close the comfort,
close the risk reversal.
Close the pros and cons.
Close whatever closing technique you use.
And everyone's got their
own naming convention.
The takeaway close, there's
a million of 'em out there.
The point is you use the
one that works for you.
I teach what I call the comfort
clothes because everything I've
done in the house is designed around
building a comfortable experience.
And I, I caught it
riding the comfort wave.
And in fact, within two or three
hours of that webinar, I got an
email back from someone saying the
comfort clothes worked like a charm.
And he included a screenshot with a signed
contract, and he had literally watched me
learn on that webinar and then applied it.
So their step number four
is going in for the close.
All right.
And before we get into number five,
I just wanna do a quick summary.
Number one.
Step number one, it's for proactively
overcoming those objections.
Step number two is to ask, do
you have any questions for me?
And sprinkle that throughout
the presentation to continually
draw those questions out.
Step number three is before we
close, we ask the two questions.
Do you have any questions for me?
Does this all make sense?
And then step number four
is we go in for the close.
Now, step number five is that Hail
Mary if we don't get a yes, because
not every time that we go in for
the close, are they gonna be like,
yep, a hundred percent I'm ready.
You might end up getting the deal still
if they say, you know, I still have
questions, or I'm not quite ready yet, but
we need to know other closing techniques.
And that's what I'll
call the backup close.
And this is where I see the biggest
difference between decent salespeople.
In top pros.
Decent salespeople can follow
the process and the framework.
They go in for the close, they
don't get it, and they're like,
oh, you gotta think about it.
Okay, great.
Well here's my car.
And they shift in an
ice guy mode where top.
Producing salesperson, a real professional
closer, is gonna learn how to, after
they first ask for the close, continue
that conversation using the a r o
objection handling for me that I teach
in my sales system, which again, you
can learn more in the description
below or text demo to that same number.
I'll share more on that in a second.
And then again, that backup close
is learning how to address those
questions and then come back
with various closing techniques.
Now, the comfort close, in my
opinion, works on repetition, but
in assumptive close or the next step
close, like which color may or may not.
Like the color clothes on the
assumptive close can work.
But there's other closing
techniques that's kind of like,
it's like a one trick pony.
Like you're gonna try it and then if it
doesn't work and the homeowner solves
questions, you need to use a different.
Tool.
All right, so again, if you want
more, you got two resources,
one text free or two text demo.
If you want my full sales system to
learn this to 3 0 3 2 2 2 71 33, we
can get your team trained up on it.
You'll own it for life.
No monthly fees, no annual fees,
and I put my money where my mouth
is so it's backed by a 30 day money
back guarantee and inside there
you'll learn my entire sales system.
This is just the philosophy.
You'll get the entire system and
you're gonna get trained up in
a lightning fast two half days.
And your team can be closing again, TJ's,
uh, guy here that I just shared with you
those two days after leaving training.
Um, just fantastic stuff
because it is so, so simple.
So see for yourself why thousands of
folks are turning to this platform for
a storm and retail used in every state
in the us, Canada, Australia, and more.
And why I've become Owen's Corning's
newest official sales training partner.
All right, there you have it.
The five step simple system to
closing more deals, proactively
overcome objections, sprinkle
'em through in your appointment.
Number two.
Ask, do you have any questions for
me throughout Number three, the loop
before you go in for the closed.
Do you have any questions for me so far?
Does all this make sense?
Number four, go in for the close
using your technique of choice.
And number five, having a backup
process to engage in the conversation.
And then come back in for
the close if you need to.
Alright, that's all for this
video, but just cuz our time
here is about to wrap up.
Doesn't mean you are in my time, has to.
So if you haven't yet done it, jump
into my free training center here.
And if you haven't watched the video
that I put up before on proactively
overcoming objections, I think
you're really gonna love that.
So jump into that one right here,
and I'll see you on the next one.