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These BAD sales habits will cost you sales! Nearly every person develops these bad habits unconsciously (myself included). Learn WHAT these bad habits are and HOW to stop them.
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Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
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Bad sales habits.
These form unconsciously, we do them
inside the home when communicating
with customers, either in person
or in writing and these bad
sales habits will cost you deals.
Listen, I've had a unique opportunity
being this young baby face guy.
I was the youngest person at the
company as chief operating officer
training people in my dad's age.
And I have the least amount of experience.
So I know what it's like to face
those uphill battles, by the
way, for anyone who's struggling
in sales, I've been there.
But for those of you, who've been
in sales for a bit, or even if
you're new, you are creating habits.
Whether you'd like to admit it or not.
Now these bad habits are completely
unconscious for many, and I'm gonna
help you pinpoint what those are.
So you can stop them because if you
keep doing these things that I'm about
to share with you, you will lose.
Lose confidence from
homeowners lose trust.
And unfortunately at times look like an
idiot and I know no one wants to do that.
So I'm super excited to help you pinpoint.
Maybe you have these, maybe you don't.
And if I miss any drop a
comment below first, I wanna
say welcome or welcome back.
My name is Adam Benjamin, the roof
strategist in everything I do here.
On this YouTube channel in my podcast.
And in my program, the roofing sales
success formula is designed to help you
and your team smash your income goal and
give every customer an amazing experience.
So as we get started, if you haven't
yet done it, I do have a free offer
for you to get a copy of my pitch.
Like a pro roofing sales training
video library sent right to your inbox.
It's every video I've ever done
organized by category, and it's a
great tool for training new sales
people and a great tool for folks.
With a bit more experience, maybe
that's you trying to fine tune
your closing or you're pitching
at the door, your body language.
I got playlists for darn near everything.
So click the link here in the
video or podcast description
or head over to the roof.
strategist.com right
now for your free copy.
Now let's break down sales, bad habits.
I got five of them for you.
Let's hit them in order.
Number one is the ums and filler words.
This is the language of someone who lacks
confidence using, um, like we can like
do that for you either are these filler
words to buy yourself time to think.
And oftentimes people use them, uh,
as a bridge because they're filling
space to make them feel more confident,
excuse me, comfortable and confident.
But as they use them over and
over again, they become ingrained.
So as you're speaking.
Instead of allowing for a natural pause.
Um, you use these filler words
and it makes you look nervous.
It makes you look insecure, lacking
confidence, and then homeowners
look at you and they feel like
you're being deceitful or deceiving,
which means not trustworthy.
And what's the first pillar we
need to knock down in sales is to
develop, trust and create the need,
and then overcome the money issue.
So trust is the big one and using ums
and filler words in the house, just
their instant credibility killer.
So number two, by the way,
we're all guilty of that one.
Myself included.
Number two is answering your
phone, answering calls or texts
while you're with a customer.
I watch people do this all the time.
And if you're one of these people that
does the dreadful, put your finger up in
someone's face to give them one second.
I am so important.
I have this phone call and answering it.
Never, ever do that.
Now it's a little less invasive
when you just get your phone out.
Habit number one, guys and gals
is, I want you to silence your
phone before you walk in the house,
turn those notifications off.
There's nothing that tells someone you're
not that important, cuz what's happening
here is far more important than you.
That becomes a trust
killer and people hate it.
In fact, I hate it when
people do it to me.
All right, number three, we have
the no punctuation text message.
I've been seeing these more and more
where I'll get emails or text messages.
And it almost looks like
someone is under a, a drug ind.
Mania that will send four Facebook
messages at max length with not one
period exclamation point question
mark, capitalized letter, anything.
And I'm starting to see that
people correspond with their
customers in the same way.
It is so important that you communicate
clearly by just using basic punctuation.
You don't need to be a whi with
words, you don't need to get a
master's degree in English or.
You just need to learn how to
communicate your messages clearly,
and this punctuation error with no
capital letters, Hey, it might fly with
some friends on a super casual level.
And you've heard me say that we need to
communicate with our customers like we
would with our friends, but that doesn't
mean with a lack of professionalism.
So please, if you're guilty of.
Long giant run on sentence,
no punctuation, text or email.
I'm telling you now it's
making you look stupid.
And the funny thing is I've communicated
with people who do this in writing, but
when I get with them face to face or
over zoom or on a phone call, they're
really intelligent, bright people.
So use punctuation.
Fair enough.
All right, let's go into number four here.
That's the TMI guy or gal TMI
stands for too much information.
This there's something about,
and I'm gonna say it, Brian,
Tracy, I credit you for this one.
I think he called it excuse site, where
we have excuses for everything and
crews are notorious for this, right?
You're late.
Oh, well we were on the way to the, uh,
the, the landfill or the transfer station.
And then we got a flat tire on the
trailer and then the hydraulic line,
and then the battery was dead on the
dump, whatever, like there's always the.
And no matter what, there's
an excuse for everything.
There's no one ever takes ownership.
And sometimes these excuse side
people, the sales reps that are in the
home will give too much information.
Hey, listen, I'm really sorry.
I had just this squeezies
stomach this morning.
I tell you I ate something that
really didn't sit well with me.
And I was up.
All night on both ends and all of
a sudden you're just like, oh God,
please know, but you know, the
type, the people who overshare.
So when you're working with customers,
it's okay to find that common ground,
but there's a line when you cross this
line of like, Over connecting and over
humanizing yourself in the experience
that it just makes people uncomfortable.
They're not your doctor,
they're not your best friend.
All right.
So find that common ground, but learn
where to draw that professional line.
So you don't give too much information.
And this leads me to number
five, which is probably the
most common, and that is fidget.
by the way, I should have looked
up how to spell fidgeting.
So we're gonna just stop with fidget.
And then if I spelled this wrong, you can
drop a comment and tease me so fidgeting.
This is darty eyes.
When you're looking at someone,
you know, the type, the people who
are talking to you and they don't.
They don't really remember
what they were gonna say.
So they're trying to make it up on the
spot and then they do what I'm doing
now and they look up and you can tell
that they kind of, um, they'll use
filler words, like, um, digging up
for what they're trying to communicate
and what it does is it says you have
no idea what you're talking about.
You're pulling this outta your
behinder and you're blowing smoke.
And even if you know the answer, even if
you're trying your best, you don't want to
fidget, fidgeting, hands, sharp movements.
Uh squiring around when you're
standing there, like this
being darty, this tells people.
From a body language signaling
standpoint that you're not safe.
You can't be trusted, slow, calm, even
gestures and movements, create confidence,
show that you command authority.
So if you're naturally a fidgety person
and I've dealt with a few, the shoulders
twitching, the hands, twitching, your
eyes, twitching, your head twitching.
Calm down a book I'd recommend for
you is breathe by James nester.
It's actually a really powerful book
to help you get a little bit more
control of your body, cuz I know some
of this stuff is anxiety and nerves.
So there you have it.
The five biggest and worst sales
habits that I see people making in
the home that are costing 'em sales
kill and trust, killing confidence
in telling homeowners that you're
not, uh, you're not to be chosen that
you're coming across like an idiot.
We don't want that.
And these are things that you can
consciously become aware of and shift.
And start closing more deals.
So there you have it ums and filler
words, answering calls or texts
while you're in an appointment
using no punctuation in your written
communication, sharing, way too much
information and fidgeting in the house.
If I missed one, do drop a comment below
because it'll help someone else who might
be doing this become more conscious.
And that's what I love to do here in
this community is create that space
for all of us to learn together.
Because here we.
As a unit, as a team, as a community,
trying to smash our income goal and give
every customer an amazing experience.
Super appreciate your
time with me here today.
Just because your in my time is about
to wrap up doesn't mean it needs to.
So if you wanna keep hanging with
me, click right here, YouTube thinks
you're really gonna dig this video.
And if you haven't yet done it, click
right here to get a free copy of my pitch.
Like a pro roofing sales training
via library sent right to your inbox.
And I will see you on the next one.