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Bad sales habits.

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These form unconsciously, we do them
inside the home when communicating

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with customers, either in person
or in writing and these bad

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sales habits will cost you deals.

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Listen, I've had a unique opportunity
being this young baby face guy.

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I was the youngest person at the
company as chief operating officer

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training people in my dad's age.

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And I have the least amount of experience.

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So I know what it's like to face
those uphill battles, by the

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way, for anyone who's struggling
in sales, I've been there.

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But for those of you, who've been
in sales for a bit, or even if

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you're new, you are creating habits.

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Whether you'd like to admit it or not.

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Now these bad habits are completely
unconscious for many, and I'm gonna

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help you pinpoint what those are.

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So you can stop them because if you
keep doing these things that I'm about

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to share with you, you will lose.

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Lose confidence from
homeowners lose trust.

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And unfortunately at times look like an
idiot and I know no one wants to do that.

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So I'm super excited to help you pinpoint.

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Maybe you have these, maybe you don't.

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And if I miss any drop a
comment below first, I wanna

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say welcome or welcome back.

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My name is Adam Benjamin, the roof
strategist in everything I do here.

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On this YouTube channel in my podcast.

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And in my program, the roofing sales
success formula is designed to help you

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

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So as we get started, if you haven't
yet done it, I do have a free offer

00:01:16.670 --> 00:01:18.765
for you to get a copy of my pitch.

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Like a pro roofing sales training
video library sent right to your inbox.

00:01:21.735 --> 00:01:25.095
It's every video I've ever done
organized by category, and it's a

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great tool for training new sales
people and a great tool for folks.

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With a bit more experience, maybe
that's you trying to fine tune

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your closing or you're pitching
at the door, your body language.

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I got playlists for darn near everything.

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So click the link here in the
video or podcast description

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or head over to the roof.

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strategist.com right
now for your free copy.

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Now let's break down sales, bad habits.

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I got five of them for you.

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Let's hit them in order.

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Number one is the ums and filler words.

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This is the language of someone who lacks
confidence using, um, like we can like

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do that for you either are these filler
words to buy yourself time to think.

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And oftentimes people use them, uh,
as a bridge because they're filling

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space to make them feel more confident,
excuse me, comfortable and confident.

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But as they use them over and
over again, they become ingrained.

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So as you're speaking.

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Instead of allowing for a natural pause.

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Um, you use these filler words
and it makes you look nervous.

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It makes you look insecure, lacking
confidence, and then homeowners

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look at you and they feel like
you're being deceitful or deceiving,

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which means not trustworthy.

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And what's the first pillar we
need to knock down in sales is to

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develop, trust and create the need,
and then overcome the money issue.

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So trust is the big one and using ums
and filler words in the house, just

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their instant credibility killer.

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So number two, by the way,
we're all guilty of that one.

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Myself included.

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Number two is answering your
phone, answering calls or texts

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while you're with a customer.

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I watch people do this all the time.

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And if you're one of these people that
does the dreadful, put your finger up in

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someone's face to give them one second.

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I am so important.

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I have this phone call and answering it.

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Never, ever do that.

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Now it's a little less invasive
when you just get your phone out.

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Habit number one, guys and gals
is, I want you to silence your

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phone before you walk in the house,
turn those notifications off.

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There's nothing that tells someone you're
not that important, cuz what's happening

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here is far more important than you.

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That becomes a trust
killer and people hate it.

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In fact, I hate it when
people do it to me.

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All right, number three, we have
the no punctuation text message.

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I've been seeing these more and more
where I'll get emails or text messages.

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And it almost looks like
someone is under a, a drug ind.

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Mania that will send four Facebook
messages at max length with not one

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period exclamation point question
mark, capitalized letter, anything.

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And I'm starting to see that
people correspond with their

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customers in the same way.

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It is so important that you communicate
clearly by just using basic punctuation.

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You don't need to be a whi with
words, you don't need to get a

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master's degree in English or.

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You just need to learn how to
communicate your messages clearly,

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and this punctuation error with no
capital letters, Hey, it might fly with

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some friends on a super casual level.

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And you've heard me say that we need to
communicate with our customers like we

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would with our friends, but that doesn't
mean with a lack of professionalism.

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So please, if you're guilty of.

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Long giant run on sentence,
no punctuation, text or email.

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I'm telling you now it's
making you look stupid.

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And the funny thing is I've communicated
with people who do this in writing, but

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when I get with them face to face or
over zoom or on a phone call, they're

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really intelligent, bright people.

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So use punctuation.

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Fair enough.

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All right, let's go into number four here.

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That's the TMI guy or gal TMI
stands for too much information.

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This there's something about,
and I'm gonna say it, Brian,

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Tracy, I credit you for this one.

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I think he called it excuse site, where
we have excuses for everything and

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crews are notorious for this, right?

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You're late.

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Oh, well we were on the way to the, uh,
the, the landfill or the transfer station.

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And then we got a flat tire on the
trailer and then the hydraulic line,

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and then the battery was dead on the
dump, whatever, like there's always the.

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And no matter what, there's
an excuse for everything.

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There's no one ever takes ownership.

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And sometimes these excuse side
people, the sales reps that are in the

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home will give too much information.

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Hey, listen, I'm really sorry.

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I had just this squeezies
stomach this morning.

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I tell you I ate something that
really didn't sit well with me.

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And I was up.

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All night on both ends and all of
a sudden you're just like, oh God,

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please know, but you know, the
type, the people who overshare.

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So when you're working with customers,
it's okay to find that common ground,

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but there's a line when you cross this
line of like, Over connecting and over

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humanizing yourself in the experience
that it just makes people uncomfortable.

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They're not your doctor,
they're not your best friend.

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All right.

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So find that common ground, but learn
where to draw that professional line.

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So you don't give too much information.

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And this leads me to number
five, which is probably the

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most common, and that is fidget.

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by the way, I should have looked
up how to spell fidgeting.

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So we're gonna just stop with fidget.

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And then if I spelled this wrong, you can
drop a comment and tease me so fidgeting.

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This is darty eyes.

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When you're looking at someone,
you know, the type, the people who

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are talking to you and they don't.

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They don't really remember
what they were gonna say.

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So they're trying to make it up on the
spot and then they do what I'm doing

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now and they look up and you can tell
that they kind of, um, they'll use

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filler words, like, um, digging up
for what they're trying to communicate

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and what it does is it says you have
no idea what you're talking about.

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You're pulling this outta your
behinder and you're blowing smoke.

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And even if you know the answer, even if
you're trying your best, you don't want to

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fidget, fidgeting, hands, sharp movements.

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Uh squiring around when you're
standing there, like this

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being darty, this tells people.

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From a body language signaling
standpoint that you're not safe.

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You can't be trusted, slow, calm, even
gestures and movements, create confidence,

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show that you command authority.

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So if you're naturally a fidgety person
and I've dealt with a few, the shoulders

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twitching, the hands, twitching, your
eyes, twitching, your head twitching.

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Calm down a book I'd recommend for
you is breathe by James nester.

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It's actually a really powerful book
to help you get a little bit more

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control of your body, cuz I know some
of this stuff is anxiety and nerves.

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So there you have it.

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The five biggest and worst sales
habits that I see people making in

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the home that are costing 'em sales
kill and trust, killing confidence

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in telling homeowners that you're
not, uh, you're not to be chosen that

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you're coming across like an idiot.

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We don't want that.

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And these are things that you can
consciously become aware of and shift.

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And start closing more deals.

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So there you have it ums and filler
words, answering calls or texts

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while you're in an appointment
using no punctuation in your written

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communication, sharing, way too much
information and fidgeting in the house.

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If I missed one, do drop a comment below
because it'll help someone else who might

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be doing this become more conscious.

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And that's what I love to do here in
this community is create that space

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for all of us to learn together.

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Because here we.

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As a unit, as a team, as a community,
trying to smash our income goal and give

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every customer an amazing experience.

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Super appreciate your
time with me here today.

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Just because your in my time is about
to wrap up doesn't mean it needs to.

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So if you wanna keep hanging with
me, click right here, YouTube thinks

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you're really gonna dig this video.

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And if you haven't yet done it, click
right here to get a free copy of my pitch.

00:08:38.669 --> 00:08:42.210
Like a pro roofing sales training
via library sent right to your inbox.

00:08:42.270 --> 00:08:43.860
And I will see you on the next one.