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This file was generated by Descript 

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I don't wanna be pushy.

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I hear this a lot and there's a very
big difference between being pushy.

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And persistent.

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And what we're gonna do in today's video
is break down the difference between

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being pushy and being persistent to
help people like you who may identify

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with these following statements.

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I am someone who doesn't want to be pushy.

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I am someone that doesn't want
to be an aggressive salesperson.

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I am someone that wants to be
different than the other people

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that the homeowner is experiencing
who are feeling forced or pushed in

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an aggressive way towards a sale.

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And I do not want to do any of that.

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So instead, Dead.

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I win business through providing
quality service because I don't

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wanna be pushy, but there are times
that I lose deals because people

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say, I wanna get three estimates.

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The other person can do it cheaper.

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They wanna shop around and
we end up leaving the house

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after giving amazing service.

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Service cuz we don't want to be
pushy and we end up shifting into

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nice guy mode or nice gal mode.

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We bust out the business card and we're
like, oh, thanks so much for having me.

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You know, if anything comes up, uh,
anytime day or night, you can call me.

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This is my cell phone number.

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Pride ourselves on great service
and I'd love to earn your business.

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And you think to yourself, if I
just deliver amazing service and I'm

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not pushy, then when my homeowners
are comparing contractor one, two,

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and three, they view me as the nice
guy and they're like, he was great.

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I'm gonna choose him.

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But then you end up getting ghosted.

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If that's happened to you and you
wanna close more deals without being

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pushy, then this video is for you,
because I'm gonna break down the three

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big differences between being pushy
and being persistent to help change

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your mindset and give you some tactics
to use so you can, again, close more

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deals without being pushy or sleazy.

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Or anything like that.

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Now let's get to it.

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Uh, first quick, welcome, welcome back,
Adam Bessman here, the roof strategist,

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and everything that I do here on this
channel is designed to help you or your

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team smash your income goal and give
every customer an amazing experience.

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In order to help do that, we
need to create a way of serving

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our customers again, without.

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Feel, having them feel like they're
being forced into a decision.

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And the reason that I did this video
today is because I'm running a training

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for a very, very large retail company.

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They actually just sold recently.

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And their team has a really big
resistance to feeling like they're

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being pushy and they, the, the tactics
that they've learned have not given

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them the empowerment to stay in that
house because they don't want to come

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across as being pushy and as a result,
They're losing deals to competitors

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for a lot of common objections.

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So, thank you team.

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You know who you are for
inspiring this video, and we're

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gonna get to the bottom of this.

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So first, let's break down.

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What is pushy?

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Pushy is selling, not providing.

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Okay.

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Providing is being persistent.

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Selling is being pushy.

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Now, I mentioned a quote in a recent
Instagram reel from, uh, Todd Duncan,

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his book called, uh, the Honest Selling
System, excuse me, truth-Based Selling.

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My apologies, I'm mixing that one up.

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Truth-Based Selling.

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And he says, the key to
selling is not selling.

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It is providing, the key to
providing is knowing what to provide.

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So the difference here, If we think of the
difference between selling and providing.

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Thank you Todd Duncan, by the way,
for inspiring this, is that when

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we sell, this is what many roofing
salespeople do you get in the house.

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Here's your word for word script,
follow the entire thing and cram

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this down the homeowner's throat,
and hopefully they'll buy from you

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and there's no deviation whatsoever.

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That's selling where?

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Here's another example.

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Have you ever gotten to
the end of an appointment?

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Let's say it's retail and you're
doing your whole spiel and the

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homeowner says, thanks for coming out.

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We actually just need an estimate cuz
we're putting the house on the market.

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And then you find out that it's like the
cheapest roof that they're looking for.

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Or at the end of the appointment
they say, Hey, thanks for coming out.

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You know what?

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We just need to get a few estimates
cuz we know that we have to replace

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our roof in five to seven years.

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So we're just planning ahead financially.

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And you're like, Ugh.

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So what you ended up doing
was selling the entire time.

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And not providing.

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Where in my sales system
there's info below.

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By the way, it's called
my Car Park Formula.

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We.

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Assess where the customer's at by
understanding where they are at in the

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process, whether it's storm or retail.

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And by the way, for my storm friends out
there listening, one of the symptoms of

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selling and not providing is when you
do your whole pitch and the homeowner

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says, well, thanks for coming out.

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We actually already had
the insurance company out.

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We're just looking for estimates,
and you just sat there and sold

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this whole time, as opposed to
providing them helpful information.

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So a key tip on the difference,
again, pushy is selling and being

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persistent is providing, and it
takes patience to be persistent.

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I'm gonna repeat that.

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It takes patience to be persistent
where we slow down and we wanna

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ask more questions so we can
provide the right information.

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All right.

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Number two, being pushy is
forcing and not asking example.

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And we're gonna piggyback off of,
uh, tip number one, which is selling

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versus providing is that if in, in a.

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FORCEFUL or pushy sale.

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This is where the salesperson is
trying to make a decision on the

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behalf of someone else or convince
them to make that decision by being,

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I'm just gonna say superficial, right?

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We've best product, best service.

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You know, if we get this going
to today, you can go, what's

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gonna stop you from buying today?

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Here, here, here.

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And that's forcing.

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Versus asking questions.

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So if you're at the end of an
appointment and you got rejected

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and the homeowner says, thanks for
coming out, we'll call you in a few

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days if we're interested, right?

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That forcefulness would be
like, well, what's it gonna take

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to earn your business today?

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That's forceful and pressure where
again, there's a time and a place for

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pressure, uh, when it's appropriate.

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But this is not that time
or place in my opinion.

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Now, the difference again, from
being forceful is to then ask

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questions like, Hey, I understand.

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Share with me.

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How will you and your
wife make a decision?

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What's the most important thing to you?

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What is it you'd like to think about?

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So I can leave you with
the right information.

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These are asking more questions
to discover more of their

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needs so we can address them.

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So instead of at the end of
the appointment, if you hear,

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thanks for coming out, we're
gonna get another estimate.

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Thanks for coming out.

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Uh, your estimate was too high.

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Instead of forcing and trying to sell the
value, which again, we're combining tips.

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One and two is selling versus
providing and forcing versus asking.

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We'd be saying, we're the best.

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We're the best.

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We're the best you need to buy today.

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Versus instead just turning to ask
questions and you can ask things again.

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What is it you'd like to think about so I
can leave you with the right information?

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How will you and your
wife make a decision?

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What's your biggest concern?

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What's the most important thing to you?

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When we ask those questions,
we're gonna get to the root of it

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and we can keep asking questions
like, what else, what else?

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And when we finally get them to get
that homeowner to share all their

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information, we can address it.

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That is, again, providing the
right information versus selling.

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And I do believe that if, if you believe
that you're the best person to earn

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that business, and you believe that
you're selling with a company who's

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gonna stand behind it, do a great
job and take care of that customer

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for the long run than it is our job.

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To ask lots of questions, being patient
and to provide as much information to help

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them make that decision of choosing you.

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If you do believe in your heart
of hearts, you're the best

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person to earn that business.

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Okay, so we've got tip number
one, being pushy is selling.

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Being persistent is providing
Tip number two, selling.

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And being pushy, excuse me.

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Being a pushy salesperson is forcing
versus being a persistent salesperson.

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We spend time asking.

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And then the third bullet is the, in
my opinion, very dated philosophy of

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closing close, hard, close, early, close.

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Often in my system, for example, I
don't teach to ask for the business

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until it's appropriate because,
The way I've experienced sales from

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coaching sales teams, training tens of
thousands and auditing sales not only

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for roofing companies, but for high
ticket sales all across the world.

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When I was a direct response copywriter
and consultant, I would find that people

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that would try to close prematurely
would not only get nos, they would get.

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A hard no with the door closed
behind them because it felt pushy.

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Meaning, if someone's going in to teach
you close, early, close, hard, close,

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often if someone still has questions,
they're gonna say no and feel pressure.

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So we need to get to a point
where we know it's appropriate

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to ask for those next steps.

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If you do it prematurely, your chance
of getting a no is much higher and the

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chance of no feeling pressured, they
get like, like a cat in the in their

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corner and they're done with you.

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So that close, hard,
close, early, close often.

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And again, at the end of the appointment,
just going in to close, close, close,

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that's being pushy where on the side
of being persistent, it's learning

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how to continue the sales dialogue
so that way at the appropriate

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time, you can go back into close.

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I wanna break this down.

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Close hard, close early, close often
that's pushy, persistent is learning

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how to continue and we're tying.

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These three tips together where
we're asking questions and

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providing helpful information by
continuing the dialogue either.

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Then hopefully then, if not on a follow-up
visit, that's continuing again, that

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homeowner doesn't wanna work with you.

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Si, excuse me, doesn't
wanna sign that deal.

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Today we get as far as we can by
asking questions and providing help

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and continuing the conversation.

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And then we focus on continuing by
getting the follow up appointment set to

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come back and review everything with the
homeowner by making it all about them.

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I'll be the question punching bag.

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I'll answer all the questions
that you might have, review

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everything side by side.

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When is a good time for me to come back so
we can continue, uh, the process of making

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a decision on the, the roofer for you.

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And again, that's continuing the sales.

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And by the way, continuing
and progressing.

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That's the other key
pieces and progressing.

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That would be not being pushy,
that's being persistent.

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If they reject you, just say,
Hey, let's stick to a phone call.

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But now we are continuing and progressing
the sale, and this is the big mindset

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shift that I hope I've helped you make,
is to go from selling to providing, to

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go from forcing to asking, and to go from
closing too hard, too early and too often.

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To continuing and progressing
the sale through persistence.

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So at the appropriate time we
can then close the deal and walk

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out with that deal, but most
importantly, a happy customer.

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Cause at the end of the day, that's what
it's all about, helping you and your

00:10:02.865 --> 00:10:06.765
team smash your income goal and give
every customer an amazing experience.

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So I'd love to hear from you, what
do you believe to be the difference

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between being pushy and persistent?

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Drop a comment and share it with me.

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I'd love to hear.

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All right, that's all for this video.

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Thanks again for joining me and just
cuz our time here is about to wrap up,

00:10:19.050 --> 00:10:20.760
doesn't mean your and my time has to.

00:10:21.030 --> 00:10:24.000
So if you haven't done it yet, jump
inside my free training center.

00:10:24.000 --> 00:10:28.290
It's great for not only new people,
but for seasoned veterans and owners.

00:10:28.320 --> 00:10:31.860
Pay attention managers if you're looking
for resources to arm with your team.

00:10:32.010 --> 00:10:34.590
There's a bunch of great information
there and you're welcome to share

00:10:34.590 --> 00:10:36.270
that page to get your team inside.

00:10:36.270 --> 00:10:38.430
So again, hop right in here
for the free training center.

00:10:38.704 --> 00:10:41.165
Or you can hang with me here
and jump right into this video.

00:10:41.225 --> 00:10:42.935
I think you're really gonna
like it, and we'll see you soon.