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.