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.