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The jump close, how to find out
when you can do it and what to say.
For many of us, we understand
buying motivated questions.
When people ask questions like, tell
me more about that product, or they
want referrals from a homeowner.
They ask you about costs.
They ask you about timelines when
you can get the roof installed.
These are buying motivator questions and
the amateur salesperson will sometimes
take this as a signal that they wanna buy
right now and go in for what's called jump
close, and they end up blowing the sale.
So in this video, I'm gonna teach you
the number one question that you need
to keep your ears open to, because
if a customer asks you this, you can
indeed go right in for the jump close.
Before we get to it, I just wanna
say a quick welcome or welcome
back, Adam Benson here, the roof
strategist and everything that I do.
Is designed to help you and your
team smash your income goal and give
every customer an amazing experience.
So if you haven't yet done it, click
the like button and subscribe to the
channel so you don't miss a thing.
And if you want more videos like this,
I've got an entire library waiting
inside my free training center for
you, and you can click the link in
the description or text the word free.
So 3 0 3 2 2 2 71 33.
Now, first, let's define
what is a jump close.
Now, a jump close is when normally you're
running your presentation from start to
finish and at the end you, you ask for
the business or you ask for the deal.
Well, a jump close is when you find
a, an an indicator of buying indicator
from the homeowner that is so hot to buy
right now that you can skip things, and
that's the only time it is even remotely.
Appropriate for you to skip
things in your appointment.
Sometimes you might be reading
the customer's hot and you speed
things up, and I've audited tons
of sales, both sitting in the home
because I look like I'm 12 years
old as a silent, silent observer.
You know, watching folks my dad's
age as I was training them, sell to a
homeowner, and I could see these things
happening where the salesperson's
like, oh, they're hot to buy.
I'm so excited.
We'll just breeze right along
'cause I just wanna get the deal.
And the deal just crumbles.
And likewise, I've watched sales where
that homeowner expressed the interest.
Like if, if you knew what to look
for, that salesperson would've heard.
Now is when I go in for the jump close.
And instead they didn't pick up on
those cues, kept talking and literally
talk themselves out of the sale.
They literally ruined it.
So first what we need to do is, is
recognize that a jump close is a time
where we recognize a homeowner's buying
indicator and say, Hey, you know what?
We don't need to go through all the steps.
We can just go right in and go in
for the close and get the business.
Okay.
Now what is the indicator?
Well, again, it's not questions
like, tell me more about the
shingle type or the color, or can
you guys do this on a Saturday?
Those are buying motivated
questions for sure.
Or do you have a list of references?
These are people expressing interest
and they're a highly qualified.
Uh, prospect for you, but a jump close
is when people say things like, I love
that, that would mean the world to me.
That would be amazing.
When they begin to describe an
emotional feeling in response to
something you shared, this is where
they're describing the benefits to you.
They feel the value in.
They're telling you how valuable it really
is, and the amateur salesperson is gonna
go right in sometimes for the jump close.
But instead, I encourage
you to do this first.
You want to ask?
Huh?
How so?
Tell me more.
How so?
Or tell me more.
And when that prospect says, oh
my gosh, that would be so helpful.
I love that you could do that for me.
We ask, yeah, how so?
Or why is that?
Or Tell me more.
And this gives that prospect a
moment to elaborate on how much
they love what they're hearing.
And at this point, that
prospect is literally selling
themselves on the benefits and
the value that you can provide.
And right after, they share how much
they love that and how excited they are.
That right there is the key indicator
that you, my friend, are prepared
to go in for the jump close.
And the jump close can
say, Peggy, I'm so glad.
And repeat back what you heard
and say, would you like to chat
next steps about getting started?
And at this point, once you repeat back
what she said to you, I'd love if you
guys could do this, this, and this.
Oh, I would love if you could could
do our install on a Saturday so
I don't have to work with Zoom.
Everything else looks great.
And they compliment you.
You know those excitable customers.
Would you like to chat?
Next steps in getting
about getting started.
This reminds them of that
joyful experience they just had.
And at this moment, that
customer or prospect, soon to
be customer is ready to go.
You just say, great,
let's get right to it.
And then you can go right
in for the jump close.
Now if for any reason there's hesitancy,
that's okay, they'll pump the brake.
She'll be like, you know what?
Not quite yet.
I love what I'm hearing, but I have a
few more questions, but that key moment.
I love when before you go in
for the jump close, remember
to ask how so tell me more.
Why is that?
And get that prospect revealing
even more information selling
themselves and validating how much
value they see in working with you
before going in for that jump close.
Now I wanna hear from you, have
you used the jump close before?
Have you had those customers that
are just so ready to buy that
you're like, oh my gosh, why am I
even bothering going through this?
Let's just do this thing.
You know, when when it fits, it fits.
I'd love to hear from you in
the comment section below.
Now, that's all I've got for you in
today's video, and I hope that you can
take this experience and now in the very
next sales appointment you're in, keep
your ears wide open for those times where
homeowners are expressing their emotions.
I love that.
I like that.
Wow, I can't believe you do that for me.
That'd be awesome.
Them and then ask more questions.
How so?
Tell me more.
Why is that?
And you're gonna witness right
before your eyes that customer
start to share even more.
And that is your ripe moment.
And now you know exactly how to pay
attention to, again, buying motivated
questions versus the jump close indicator.
Hey, thanks for joining me in
today's video, and if you want
more tips on closing, maybe
it's even retail specifically.
Uh, I've got.
Growing playlist on that, and it's
inside my free training center.
You can click right now, it's in the
description below, or you can text
the word free to 3 0 3 2 2 2 71 33.
And if you're someone who might
be interested in just really
learning my philosophy, you're like,
Hey, I've watched these videos.
I really like them.
Maybe I wanna take the next step
and start using Adam's sales
system and unlock the, the whole.
Key to success, the entire
thing from knock to close, like
I'd love to share it with you.
And you can text the word demo to
that same number, 3 0 3 2 2 2 71 33.
There's a link in the description as well.
And our team will tour you around
so you can see and decide for
yourself and I back everything
with a 30 day money back guarantee.
And that way, for any reason you're
not satisfied, we buy it back.
So thanks for joining me in today's video.
Let's keep rocking and
rolling together, shall we?
So if you haven't jumped in, get in
my free training center right here
or learn more techniques to help
you close deals in these videos.
We'll see you soon.