WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:03.900 This five step closing framework will help you close more deals 00:00:03.900 --> 00:00:08.010 consistently, confidently, and even if you're priced higher. 00:00:08.070 --> 00:00:10.350 And it worked for TJ in just two days. 00:00:10.355 --> 00:00:13.530 After going through training, I get this text message from his sales 00:00:13.530 --> 00:00:18.560 manager that reads, TJ just closed one against two of our biggest competitors, 00:00:18.710 --> 00:00:24.270 that we are always priced higher than by following this framework. 00:00:24.540 --> 00:00:26.760 In this video, I'm gonna be teaching you these five steps in 00:00:26.765 --> 00:00:28.140 order so you can take some notes. 00:00:28.160 --> 00:00:29.060 That's a hint. 00:00:29.120 --> 00:00:33.020 Take some notes and then implement in the very next sales appointment you run. 00:00:33.440 --> 00:00:34.550 Now let's get to it. 00:00:34.640 --> 00:00:36.110 First quick, welcome and welcome back. 00:00:36.140 --> 00:00:39.350 Adam Bessman here, the roof strategist and everything that I do here on my 00:00:39.350 --> 00:00:43.220 channel is designed to help you and your team smash your income goal and give 00:00:43.220 --> 00:00:45.280 every customer an amazing experience. 00:00:45.590 --> 00:00:49.730 And one of my greatest whys, the fuel that keeps me going is to create 00:00:49.730 --> 00:00:54.080 experiences all across America, well even Canada, Australia and Sweden, where 00:00:54.080 --> 00:00:56.390 people who are resistant homeowners. 00:00:56.505 --> 00:01:00.285 Of dealing with roofers or getting the roof replaced can have an enjoyable 00:01:00.285 --> 00:01:04.215 experience, both for the homeowner and the sales rep in this five step closing 00:01:04.215 --> 00:01:06.915 process is gonna help you do just that. 00:01:07.065 --> 00:01:09.435 So again, welcome and welcome back, Adam Edman here. 00:01:09.495 --> 00:01:11.465 Let's rock and roll Number one. 00:01:12.390 --> 00:01:18.179 Step number one is to proactively overcome objections, so whether you're selling 00:01:18.179 --> 00:01:23.039 storm or retail, I did a previous video that I'll put a link to right up here on 00:01:23.039 --> 00:01:27.630 the top, closer strategy to overcoming objectives proactively without having to 00:01:27.630 --> 00:01:30.620 use rebuttals, and I recommend watching that video cause I go into greater detail. 00:01:31.410 --> 00:01:34.110 But if you're someone that's waited for questions to come up or done a 00:01:34.110 --> 00:01:36.720 really good job presenting and hope those questions don't come up, you 00:01:36.720 --> 00:01:37.890 gotta throw that out the window. 00:01:38.040 --> 00:01:40.140 The bigger the scarier they are. 00:01:40.260 --> 00:01:44.370 You need to bring everything into your presentation proactively. 00:01:44.790 --> 00:01:48.210 The reason is it builds a tremendous amount of trust. 00:01:48.215 --> 00:01:50.130 Number two, it positions you as the expert. 00:01:50.490 --> 00:01:53.400 It shows that you know what you're doing and it ain't your first rodeo. 00:01:53.550 --> 00:01:56.880 Number three, it shows that you're not hiding from anything. 00:01:56.910 --> 00:02:00.780 You're airing out all of the baggage and the concerns that they might have, 00:02:01.080 --> 00:02:06.000 and it makes people feel a crazy sense of comfort and crazy in a good way. 00:02:06.390 --> 00:02:09.630 All right, so again, step number one is to proactively overcome objections. 00:02:09.840 --> 00:02:13.350 Step number two is to sprinkle throughout your presentation and 00:02:13.350 --> 00:02:15.240 specifically right before you close. 00:02:15.455 --> 00:02:16.475 Do you have any questions for me? 00:02:16.625 --> 00:02:21.425 And the reason we do this is we invite people to draw out their questions because 00:02:21.425 --> 00:02:24.425 we know that if there are questions that they have, they're not listening. 00:02:24.695 --> 00:02:27.005 Just like back when you were in middle school or high school, 00:02:27.155 --> 00:02:27.965 and you're a roofer now. 00:02:27.965 --> 00:02:30.395 So my guess is you struggled like I did in some form of school, 00:02:30.425 --> 00:02:32.015 and you had a question for me. 00:02:32.015 --> 00:02:34.275 I was in the same math class four years in a row, and somehow 00:02:34.535 --> 00:02:35.645 I made it here, so who knows? 00:02:35.795 --> 00:02:38.015 But anyway, remember raising my hand, I'm like, what? 00:02:38.020 --> 00:02:38.315 Algebra? 00:02:38.735 --> 00:02:38.795 Huh? 00:02:39.720 --> 00:02:41.489 And then I would be stuck on this question. 00:02:42.060 --> 00:02:43.980 My teacher would teach for five minutes cuz the rest of the 00:02:43.980 --> 00:02:45.359 class wasn't as special as I was. 00:02:45.450 --> 00:02:46.440 And then she'd call on me. 00:02:46.920 --> 00:02:50.970 And then from when I raised my hand here to here, I didn't catch a thing. 00:02:51.030 --> 00:02:52.950 And the same thing's happening with our homeowners. 00:02:53.070 --> 00:02:54.750 So we want to draw those out. 00:02:54.960 --> 00:02:58.710 Alright, now step number three is we're gonna do a little bit 00:02:58.710 --> 00:03:00.000 of a loop of some questions. 00:03:00.000 --> 00:03:02.790 There's two questions that we ask before the close. 00:03:03.090 --> 00:03:05.310 Now, this philosophy that I teach is different than others. 00:03:05.390 --> 00:03:09.545 I know many people are like, Close, early, close often, ask for the close. 00:03:09.725 --> 00:03:11.855 And you can do that in, in my opinion. 00:03:12.065 --> 00:03:14.645 And again, there's a blend between what works and what 00:03:14.645 --> 00:03:15.935 makes people feel comfortable. 00:03:16.055 --> 00:03:19.625 Because I've seen things that that can work, but the times they don't, 00:03:19.630 --> 00:03:22.355 they will repel a customer for life and get them to write you a one star 00:03:22.355 --> 00:03:25.144 review cuz you're too pushy, too sleazy, too salesy, or too aggressive. 00:03:25.175 --> 00:03:27.875 And I don't ever want that to happen. 00:03:27.875 --> 00:03:30.725 So there's that, that fine line of what works and then what, what lands 00:03:30.725 --> 00:03:33.815 with your like moral and ethical compass and this is what works for me. 00:03:33.815 --> 00:03:34.445 And I've also. 00:03:34.995 --> 00:03:39.825 Proven it with the some data and serving tens of thousands of people and they also 00:03:39.825 --> 00:03:41.025 love it and their homeowners love it. 00:03:41.025 --> 00:03:43.245 And I've seen what homeowners say about the sales experience. 00:03:43.515 --> 00:03:46.395 Things like when they hand them a check and say Thank you. 00:03:46.800 --> 00:03:48.930 Who, who hands someone a check and says, here's 20 grand. 00:03:48.930 --> 00:03:49.470 Thank you. 00:03:49.650 --> 00:03:53.790 Thank you for letting me give you my money for the, for explaining everything to me. 00:03:53.820 --> 00:03:54.960 That's really what I'm looking for. 00:03:54.960 --> 00:03:56.820 Again, it's creating an amazing experience in the house. 00:03:57.090 --> 00:04:00.480 So step number three is to ask these two questions back to back before we go 00:04:00.480 --> 00:04:02.100 in for the close question number one. 00:04:02.390 --> 00:04:03.410 Do you have any questions for me? 00:04:03.950 --> 00:04:08.300 Again, if we ask for the business when they still have questions, 00:04:08.480 --> 00:04:13.370 you will almost always get no or some excuse that they can't. 00:04:13.610 --> 00:04:16.640 That's the biggest reason that I don't believe for going in for the kill, as 00:04:16.640 --> 00:04:21.149 they say, or going in for the ask, asking for the order, asking for the sale when 00:04:21.800 --> 00:04:23.990 you haven't drawn out all the questions. 00:04:23.990 --> 00:04:26.330 Because if you go in and they have questions, they just 00:04:26.330 --> 00:04:27.440 feel like, whoa, whoa, whoa. 00:04:27.440 --> 00:04:29.480 I'm not ready yet, and you're asking for my business. 00:04:29.480 --> 00:04:30.230 And they clam up. 00:04:30.599 --> 00:04:30.900 All right. 00:04:30.900 --> 00:04:33.479 It's almost like if you walked up to the most beautiful person at the bar 00:04:33.719 --> 00:04:36.719 and just asked, Hey, you're gorgeous. 00:04:36.719 --> 00:04:37.469 Can I buy you a drink? 00:04:37.469 --> 00:04:39.570 You wanna go home with me, have breakfast with my, with 00:04:39.570 --> 00:04:40.950 my family, and meet my parents? 00:04:41.340 --> 00:04:43.200 They'd be like, that is way too much. 00:04:43.200 --> 00:04:44.010 That is way too soon. 00:04:44.250 --> 00:04:47.219 So that's why I don't believe in going in hard early. 00:04:47.219 --> 00:04:50.580 In fact, I won't ask for the close unless this is a pro tip. 00:04:50.580 --> 00:04:51.570 That's not really part of this. 00:04:51.900 --> 00:04:54.900 If a homeowner asks me a buying motivated question and they're ready to rock and 00:04:54.900 --> 00:04:58.680 roll, then I'll use what's called the jump close, but I'm still gonna use this loop. 00:04:58.830 --> 00:04:59.130 All right. 00:04:59.130 --> 00:05:01.380 So again, back on step number three. 00:05:01.620 --> 00:05:02.820 Do you have any questions for me? 00:05:02.940 --> 00:05:03.900 That's my first question. 00:05:04.260 --> 00:05:07.110 My next question after that is, does this all make sense? 00:05:07.845 --> 00:05:08.205 All right. 00:05:08.325 --> 00:05:09.975 Does this all make sense? 00:05:10.425 --> 00:05:14.535 And when I bring up that question that way, does this all make sense? 00:05:15.075 --> 00:05:18.945 It's another way of saying, are you sure you have no more questions? 00:05:19.215 --> 00:05:23.595 Because oftentimes you'll ask a homeowner, do you have any questions for me? 00:05:23.685 --> 00:05:24.075 No. 00:05:24.465 --> 00:05:25.145 Does all this make sense? 00:05:25.545 --> 00:05:27.945 And they use this word actually. 00:05:28.275 --> 00:05:29.895 You know, we just got this new hot tub. 00:05:29.895 --> 00:05:30.855 How are you gonna protect that? 00:05:31.065 --> 00:05:33.885 Actually, we work from home and we're on Zoom all day. 00:05:34.065 --> 00:05:34.995 Is it gonna be loud? 00:05:34.995 --> 00:05:36.375 Can you guys do the roof on a Saturday? 00:05:36.945 --> 00:05:40.305 Actually, we're gonna be out of town for like the next three 00:05:40.305 --> 00:05:41.955 weeks up to our vacation property. 00:05:41.955 --> 00:05:43.215 Are we able to schedule ahead? 00:05:43.455 --> 00:05:45.795 There's alway, there's this one little thing, and it's a, it's 00:05:45.795 --> 00:05:47.015 a buying question that they ask. 00:05:47.315 --> 00:05:49.065 So again, does all this make sense? 00:05:49.409 --> 00:05:49.740 All right. 00:05:50.010 --> 00:05:53.219 Then we go into step number four, which is the close. 00:05:53.490 --> 00:05:55.890 That's where we teach how to close. 00:05:56.130 --> 00:05:57.990 There's a million philosophies. 00:05:57.990 --> 00:05:58.560 Quite frankly. 00:05:58.560 --> 00:05:59.669 I don't care which one you use. 00:05:59.669 --> 00:06:03.359 I teach one particular approach as the go-to, but you need to know a lot. 00:06:04.215 --> 00:06:07.395 If you wanna learn more, more on this, by the way, jump in my free training center. 00:06:07.425 --> 00:06:13.035 You can text the word free to 3 0 3 2 2 2 71 33, or click the link in the 00:06:13.035 --> 00:06:18.285 description or just text free to 3 0 3 2 2 2 71 33 on the left hand side. 00:06:18.285 --> 00:06:19.515 When you're the free training center, scroll down. 00:06:19.515 --> 00:06:22.155 I have a, a training called 10 Closing Techniques for Every situation. 00:06:22.185 --> 00:06:26.295 There's many, many, many, many, many more, but that one was a big hit. 00:06:26.295 --> 00:06:29.925 We had, I think over a thousand people register for that live webinar. 00:06:30.335 --> 00:06:31.265 And it was, it was phenomenal. 00:06:31.265 --> 00:06:34.355 So go take a peek, but going in for the close and asking for the business, 00:06:34.355 --> 00:06:38.975 whether using the assumptive close, the which day, close, the this or that. 00:06:38.975 --> 00:06:41.615 Close the comfort, close the risk reversal. 00:06:41.615 --> 00:06:42.755 Close the pros and cons. 00:06:42.755 --> 00:06:44.555 Close whatever closing technique you use. 00:06:44.555 --> 00:06:46.475 And everyone's got their own naming convention. 00:06:46.775 --> 00:06:48.966 The takeaway close, there's a million of 'em out there. 00:06:49.475 --> 00:06:51.935 The point is you use the one that works for you. 00:06:52.275 --> 00:06:54.735 I teach what I call the comfort clothes because everything I've 00:06:54.735 --> 00:06:57.705 done in the house is designed around building a comfortable experience. 00:06:57.705 --> 00:06:59.895 And I, I caught it riding the comfort wave. 00:07:00.045 --> 00:07:03.375 And in fact, within two or three hours of that webinar, I got an 00:07:03.375 --> 00:07:06.285 email back from someone saying the comfort clothes worked like a charm. 00:07:06.465 --> 00:07:10.245 And he included a screenshot with a signed contract, and he had literally watched me 00:07:10.245 --> 00:07:11.355 learn on that webinar and then applied it. 00:07:11.360 --> 00:07:13.515 So their step number four is going in for the close. 00:07:13.575 --> 00:07:13.935 All right. 00:07:14.055 --> 00:07:16.695 And before we get into number five, I just wanna do a quick summary. 00:07:16.695 --> 00:07:17.205 Number one. 00:07:17.350 --> 00:07:19.570 Step number one, it's for proactively overcoming those objections. 00:07:19.570 --> 00:07:22.360 Step number two is to ask, do you have any questions for me? 00:07:22.390 --> 00:07:25.330 And sprinkle that throughout the presentation to continually 00:07:25.330 --> 00:07:26.260 draw those questions out. 00:07:26.500 --> 00:07:29.380 Step number three is before we close, we ask the two questions. 00:07:29.530 --> 00:07:30.580 Do you have any questions for me? 00:07:31.030 --> 00:07:32.140 Does this all make sense? 00:07:32.350 --> 00:07:34.930 And then step number four is we go in for the close. 00:07:35.110 --> 00:07:39.220 Now, step number five is that Hail Mary if we don't get a yes, because 00:07:39.220 --> 00:07:41.860 not every time that we go in for the close, are they gonna be like, 00:07:41.860 --> 00:07:43.150 yep, a hundred percent I'm ready. 00:07:43.650 --> 00:07:48.000 You might end up getting the deal still if they say, you know, I still have 00:07:48.000 --> 00:07:51.599 questions, or I'm not quite ready yet, but we need to know other closing techniques. 00:07:51.599 --> 00:07:53.280 And that's what I'll call the backup close. 00:07:53.760 --> 00:07:58.050 And this is where I see the biggest difference between decent salespeople. 00:07:58.055 --> 00:07:59.070 In top pros. 00:07:59.075 --> 00:08:01.560 Decent salespeople can follow the process and the framework. 00:08:01.669 --> 00:08:03.780 They go in for the close, they don't get it, and they're like, 00:08:03.900 --> 00:08:04.620 oh, you gotta think about it. 00:08:04.620 --> 00:08:05.130 Okay, great. 00:08:05.130 --> 00:08:05.849 Well here's my car. 00:08:05.849 --> 00:08:08.099 And they shift in an ice guy mode where top. 00:08:08.485 --> 00:08:13.765 Producing salesperson, a real professional closer, is gonna learn how to, after 00:08:13.765 --> 00:08:18.415 they first ask for the close, continue that conversation using the a r o 00:08:18.415 --> 00:08:21.505 objection handling for me that I teach in my sales system, which again, you 00:08:21.505 --> 00:08:24.925 can learn more in the description below or text demo to that same number. 00:08:25.165 --> 00:08:26.305 I'll share more on that in a second. 00:08:26.940 --> 00:08:29.640 And then again, that backup close is learning how to address those 00:08:29.640 --> 00:08:33.150 questions and then come back with various closing techniques. 00:08:33.360 --> 00:08:37.380 Now, the comfort close, in my opinion, works on repetition, but 00:08:37.385 --> 00:08:41.069 in assumptive close or the next step close, like which color may or may not. 00:08:41.069 --> 00:08:43.829 Like the color clothes on the assumptive close can work. 00:08:43.834 --> 00:08:45.691 But there's other closing techniques that's kind of like, 00:08:46.050 --> 00:08:47.280 it's like a one trick pony. 00:08:47.310 --> 00:08:50.520 Like you're gonna try it and then if it doesn't work and the homeowner solves 00:08:50.520 --> 00:08:52.589 questions, you need to use a different. 00:08:52.589 --> 00:08:53.045 Tool. 00:08:53.255 --> 00:08:55.715 All right, so again, if you want more, you got two resources, 00:08:55.715 --> 00:08:58.325 one text free or two text demo. 00:08:58.325 --> 00:09:04.445 If you want my full sales system to learn this to 3 0 3 2 2 2 71 33, we 00:09:04.445 --> 00:09:05.555 can get your team trained up on it. 00:09:05.585 --> 00:09:06.425 You'll own it for life. 00:09:06.695 --> 00:09:09.605 No monthly fees, no annual fees, and I put my money where my mouth 00:09:09.610 --> 00:09:13.625 is so it's backed by a 30 day money back guarantee and inside there 00:09:13.625 --> 00:09:15.125 you'll learn my entire sales system. 00:09:15.125 --> 00:09:16.085 This is just the philosophy. 00:09:16.085 --> 00:09:20.015 You'll get the entire system and you're gonna get trained up in 00:09:20.015 --> 00:09:22.355 a lightning fast two half days. 00:09:22.390 --> 00:09:26.660 And your team can be closing again, TJ's, uh, guy here that I just shared with you 00:09:26.840 --> 00:09:28.280 those two days after leaving training. 00:09:28.640 --> 00:09:32.510 Um, just fantastic stuff because it is so, so simple. 00:09:32.515 --> 00:09:35.750 So see for yourself why thousands of folks are turning to this platform for 00:09:35.750 --> 00:09:39.530 a storm and retail used in every state in the us, Canada, Australia, and more. 00:09:39.530 --> 00:09:42.650 And why I've become Owen's Corning's newest official sales training partner. 00:09:42.980 --> 00:09:43.610 All right, there you have it. 00:09:43.820 --> 00:09:47.120 The five step simple system to closing more deals, proactively 00:09:47.270 --> 00:09:49.730 overcome objections, sprinkle 'em through in your appointment. 00:09:49.970 --> 00:09:50.480 Number two. 00:09:50.785 --> 00:09:54.055 Ask, do you have any questions for me throughout Number three, the loop 00:09:54.115 --> 00:09:56.095 before you go in for the closed. 00:09:56.730 --> 00:09:57.990 Do you have any questions for me so far? 00:09:58.290 --> 00:09:59.220 Does all this make sense? 00:09:59.400 --> 00:10:01.860 Number four, go in for the close using your technique of choice. 00:10:01.920 --> 00:10:05.070 And number five, having a backup process to engage in the conversation. 00:10:05.250 --> 00:10:08.400 And then come back in for the close if you need to. 00:10:08.450 --> 00:10:11.070 Alright, that's all for this video, but just cuz our time 00:10:11.075 --> 00:10:12.000 here is about to wrap up. 00:10:12.000 --> 00:10:13.740 Doesn't mean you are in my time, has to. 00:10:13.800 --> 00:10:16.950 So if you haven't yet done it, jump into my free training center here. 00:10:17.375 --> 00:10:21.185 And if you haven't watched the video that I put up before on proactively 00:10:21.185 --> 00:10:23.465 overcoming objections, I think you're really gonna love that. 00:10:23.615 --> 00:10:26.555 So jump into that one right here, and I'll see you on the next one.