I don't wanna be pushy.
I hear this a lot and there's a very big difference between being pushy.
And persistent.
And what we're gonna do in today's video is break down the difference between
being pushy and being persistent to help people like you who may identify
with these following statements.
I am someone who doesn't want to be pushy.
I am someone that doesn't want to be an aggressive salesperson.
I am someone that wants to be different than the other people
that the homeowner is experiencing who are feeling forced or pushed in
an aggressive way towards a sale.
And I do not want to do any of that.
So instead, Dead.
I win business through providing quality service because I don't
wanna be pushy, but there are times that I lose deals because people
say, I wanna get three estimates.
The other person can do it cheaper.
They wanna shop around and we end up leaving the house
after giving amazing service.
Service cuz we don't want to be pushy and we end up shifting into
nice guy mode or nice gal mode.
We bust out the business card and we're like, oh, thanks so much for having me.
You know, if anything comes up, uh, anytime day or night, you can call me.
This is my cell phone number.
Pride ourselves on great service and I'd love to earn your business.
And you think to yourself, if I just deliver amazing service and I'm
not pushy, then when my homeowners are comparing contractor one, two,
and three, they view me as the nice guy and they're like, he was great.
I'm gonna choose him.
But then you end up getting ghosted.
If that's happened to you and you wanna close more deals without being
pushy, then this video is for you, because I'm gonna break down the three
big differences between being pushy and being persistent to help change
your mindset and give you some tactics to use so you can, again, close more
deals without being pushy or sleazy.
Or anything like that.
Now let's get to it.
Uh, first quick, welcome, welcome back, Adam Bessman here, the roof strategist,
and everything that I do here on this channel is designed to help you or your
team smash your income goal and give every customer an amazing experience.
In order to help do that, we need to create a way of serving
our customers again, without.
Feel, having them feel like they're being forced into a decision.
And the reason that I did this video today is because I'm running a training
for a very, very large retail company.
They actually just sold recently.
And their team has a really big resistance to feeling like they're
being pushy and they, the, the tactics that they've learned have not given
them the empowerment to stay in that house because they don't want to come
across as being pushy and as a result, They're losing deals to competitors
for a lot of common objections.
So, thank you team.
You know who you are for inspiring this video, and we're
gonna get to the bottom of this.
So first, let's break down.
What is pushy?
Pushy is selling, not providing.
Okay.
Providing is being persistent.
Selling is being pushy.
Now, I mentioned a quote in a recent Instagram reel from, uh, Todd Duncan,
his book called, uh, the Honest Selling System, excuse me, truth-Based Selling.
My apologies, I'm mixing that one up.
Truth-Based Selling.
And he says, the key to selling is not selling.
It is providing, the key to providing is knowing what to provide.
So the difference here, If we think of the difference between selling and providing.
Thank you Todd Duncan, by the way, for inspiring this, is that when
we sell, this is what many roofing salespeople do you get in the house.
Here's your word for word script, follow the entire thing and cram
this down the homeowner's throat, and hopefully they'll buy from you
and there's no deviation whatsoever.
That's selling where?
Here's another example.
Have you ever gotten to the end of an appointment?
Let's say it's retail and you're doing your whole spiel and the
homeowner says, thanks for coming out.
We actually just need an estimate cuz we're putting the house on the market.
And then you find out that it's like the cheapest roof that they're looking for.
Or at the end of the appointment they say, Hey, thanks for coming out.
You know what?
We just need to get a few estimates cuz we know that we have to replace
our roof in five to seven years.
So we're just planning ahead financially.
And you're like, Ugh.
So what you ended up doing was selling the entire time.
And not providing.
Where in my sales system there's info below.
By the way, it's called my Car Park Formula.
We.
Assess where the customer's at by understanding where they are at in the
process, whether it's storm or retail.
And by the way, for my storm friends out there listening, one of the symptoms of
selling and not providing is when you do your whole pitch and the homeowner
says, well, thanks for coming out.
We actually already had the insurance company out.
We're just looking for estimates, and you just sat there and sold
this whole time, as opposed to providing them helpful information.
So a key tip on the difference, again, pushy is selling and being
persistent is providing, and it takes patience to be persistent.
I'm gonna repeat that.
It takes patience to be persistent where we slow down and we wanna
ask more questions so we can provide the right information.
All right.
Number two, being pushy is forcing and not asking example.
And we're gonna piggyback off of, uh, tip number one, which is selling
versus providing is that if in, in a.
FORCEFUL or pushy sale.
This is where the salesperson is trying to make a decision on the
behalf of someone else or convince them to make that decision by being,
I'm just gonna say superficial, right?
We've best product, best service.
You know, if we get this going to today, you can go, what's
gonna stop you from buying today?
Here, here, here.
And that's forcing.
Versus asking questions.
So if you're at the end of an appointment and you got rejected
and the homeowner says, thanks for coming out, we'll call you in a few
days if we're interested, right?
That forcefulness would be like, well, what's it gonna take
to earn your business today?
That's forceful and pressure where again, there's a time and a place for
pressure, uh, when it's appropriate.
But this is not that time or place in my opinion.
Now, the difference again, from being forceful is to then ask
questions like, Hey, I understand.
Share with me.
How will you and your wife make a decision?
What's the most important thing to you?
What is it you'd like to think about?
So I can leave you with the right information.
These are asking more questions to discover more of their
needs so we can address them.
So instead of at the end of the appointment, if you hear,
thanks for coming out, we're gonna get another estimate.
Thanks for coming out.
Uh, your estimate was too high.
Instead of forcing and trying to sell the value, which again, we're combining tips.
One and two is selling versus providing and forcing versus asking.
We'd be saying, we're the best.
We're the best.
We're the best you need to buy today.
Versus instead just turning to ask questions and you can ask things again.
What is it you'd like to think about so I can leave you with the right information?
How will you and your wife make a decision?
What's your biggest concern?
What's the most important thing to you?
When we ask those questions, we're gonna get to the root of it
and we can keep asking questions like, what else, what else?
And when we finally get them to get that homeowner to share all their
information, we can address it.
That is, again, providing the right information versus selling.
And I do believe that if, if you believe that you're the best person to earn
that business, and you believe that you're selling with a company who's
gonna stand behind it, do a great job and take care of that customer
for the long run than it is our job.
To ask lots of questions, being patient and to provide as much information to help
them make that decision of choosing you.
If you do believe in your heart of hearts, you're the best
person to earn that business.
Okay, so we've got tip number one, being pushy is selling.
Being persistent is providing Tip number two, selling.
And being pushy, excuse me.
Being a pushy salesperson is forcing versus being a persistent salesperson.
We spend time asking.
And then the third bullet is the, in my opinion, very dated philosophy of
closing close, hard, close, early, close.
Often in my system, for example, I don't teach to ask for the business
until it's appropriate because, The way I've experienced sales from
coaching sales teams, training tens of thousands and auditing sales not only
for roofing companies, but for high ticket sales all across the world.
When I was a direct response copywriter and consultant, I would find that people
that would try to close prematurely would not only get nos, they would get.
A hard no with the door closed behind them because it felt pushy.
Meaning, if someone's going in to teach you close, early, close, hard, close,
often if someone still has questions, they're gonna say no and feel pressure.
So we need to get to a point where we know it's appropriate
to ask for those next steps.
If you do it prematurely, your chance of getting a no is much higher and the
chance of no feeling pressured, they get like, like a cat in the in their
corner and they're done with you.
So that close, hard, close, early, close often.
And again, at the end of the appointment, just going in to close, close, close,
that's being pushy where on the side of being persistent, it's learning
how to continue the sales dialogue so that way at the appropriate
time, you can go back into close.
I wanna break this down.
Close hard, close early, close often that's pushy, persistent is learning
how to continue and we're tying.
These three tips together where we're asking questions and
providing helpful information by continuing the dialogue either.
Then hopefully then, if not on a follow-up visit, that's continuing again, that
homeowner doesn't wanna work with you.
Si, excuse me, doesn't wanna sign that deal.
Today we get as far as we can by asking questions and providing help
and continuing the conversation.
And then we focus on continuing by getting the follow up appointment set to
come back and review everything with the homeowner by making it all about them.
I'll be the question punching bag.
I'll answer all the questions that you might have, review
everything side by side.
When is a good time for me to come back so we can continue, uh, the process of making
a decision on the, the roofer for you.
And again, that's continuing the sales.
And by the way, continuing and progressing.
That's the other key pieces and progressing.
That would be not being pushy, that's being persistent.
If they reject you, just say, Hey, let's stick to a phone call.
But now we are continuing and progressing the sale, and this is the big mindset
shift that I hope I've helped you make, is to go from selling to providing, to
go from forcing to asking, and to go from closing too hard, too early and too often.
To continuing and progressing the sale through persistence.
So at the appropriate time we can then close the deal and walk
out with that deal, but most importantly, a happy customer.
Cause at the end of the day, that's what it's all about, helping you and your
team smash your income goal and give every customer an amazing experience.
So I'd love to hear from you, what do you believe to be the difference
between being pushy and persistent?
Drop a comment and share it with me.
I'd love to hear.
All right, that's all for this video.
Thanks again for joining me and just cuz our time here is about to wrap up,
doesn't mean your and my time has to.
So if you haven't done it yet, jump inside my free training center.
It's great for not only new people, but for seasoned veterans and owners.
Pay attention managers if you're looking for resources to arm with your team.
There's a bunch of great information there and you're welcome to share
that page to get your team inside.
So again, hop right in here for the free training center.
Or you can hang with me here and jump right into this video.
I think you're really gonna like it, and we'll see you soon.