WEBVTT NOTE This file was generated by Descript 00:00:00.570 --> 00:00:04.920 The jump close, how to find out when you can do it and what to say. 00:00:05.430 --> 00:00:08.700 For many of us, we understand buying motivated questions. 00:00:08.700 --> 00:00:12.240 When people ask questions like, tell me more about that product, or they 00:00:12.240 --> 00:00:13.710 want referrals from a homeowner. 00:00:13.710 --> 00:00:14.790 They ask you about costs. 00:00:14.790 --> 00:00:17.850 They ask you about timelines when you can get the roof installed. 00:00:18.180 --> 00:00:22.680 These are buying motivator questions and the amateur salesperson will sometimes 00:00:22.680 --> 00:00:26.850 take this as a signal that they wanna buy right now and go in for what's called jump 00:00:26.855 --> 00:00:29.340 close, and they end up blowing the sale. 00:00:29.640 --> 00:00:33.540 So in this video, I'm gonna teach you the number one question that you need 00:00:33.540 --> 00:00:37.380 to keep your ears open to, because if a customer asks you this, you can 00:00:37.380 --> 00:00:39.960 indeed go right in for the jump close. 00:00:40.200 --> 00:00:42.360 Before we get to it, I just wanna say a quick welcome or welcome 00:00:42.365 --> 00:00:45.720 back, Adam Benson here, the roof strategist and everything that I do. 00:00:46.059 --> 00:00:49.269 Is designed to help you and your team smash your income goal and give 00:00:49.269 --> 00:00:51.460 every customer an amazing experience. 00:00:51.699 --> 00:00:54.580 So if you haven't yet done it, click the like button and subscribe to the 00:00:54.580 --> 00:00:55.810 channel so you don't miss a thing. 00:00:56.080 --> 00:00:59.440 And if you want more videos like this, I've got an entire library waiting 00:00:59.440 --> 00:01:02.019 inside my free training center for you, and you can click the link in 00:01:02.019 --> 00:01:03.400 the description or text the word free. 00:01:03.430 --> 00:01:06.610 So 3 0 3 2 2 2 71 33. 00:01:06.640 --> 00:01:10.300 Now, first, let's define what is a jump close. 00:01:10.390 --> 00:01:13.390 Now, a jump close is when normally you're running your presentation from start to 00:01:13.390 --> 00:01:16.450 finish and at the end you, you ask for the business or you ask for the deal. 00:01:16.900 --> 00:01:21.130 Well, a jump close is when you find a, an an indicator of buying indicator 00:01:21.134 --> 00:01:25.150 from the homeowner that is so hot to buy right now that you can skip things, and 00:01:25.150 --> 00:01:27.220 that's the only time it is even remotely. 00:01:27.585 --> 00:01:29.895 Appropriate for you to skip things in your appointment. 00:01:30.164 --> 00:01:32.565 Sometimes you might be reading the customer's hot and you speed 00:01:32.565 --> 00:01:37.005 things up, and I've audited tons of sales, both sitting in the home 00:01:37.185 --> 00:01:40.035 because I look like I'm 12 years old as a silent, silent observer. 00:01:40.304 --> 00:01:44.294 You know, watching folks my dad's age as I was training them, sell to a 00:01:44.300 --> 00:01:47.145 homeowner, and I could see these things happening where the salesperson's 00:01:47.145 --> 00:01:48.524 like, oh, they're hot to buy. 00:01:48.524 --> 00:01:49.215 I'm so excited. 00:01:49.365 --> 00:01:51.554 We'll just breeze right along 'cause I just wanna get the deal. 00:01:51.585 --> 00:01:52.875 And the deal just crumbles. 00:01:53.265 --> 00:01:57.705 And likewise, I've watched sales where that homeowner expressed the interest. 00:01:57.705 --> 00:02:01.395 Like if, if you knew what to look for, that salesperson would've heard. 00:02:01.575 --> 00:02:03.015 Now is when I go in for the jump close. 00:02:03.015 --> 00:02:07.095 And instead they didn't pick up on those cues, kept talking and literally 00:02:07.095 --> 00:02:09.375 talk themselves out of the sale. 00:02:09.375 --> 00:02:10.664 They literally ruined it. 00:02:11.055 --> 00:02:15.705 So first what we need to do is, is recognize that a jump close is a time 00:02:15.855 --> 00:02:19.845 where we recognize a homeowner's buying indicator and say, Hey, you know what? 00:02:20.025 --> 00:02:22.185 We don't need to go through all the steps. 00:02:22.320 --> 00:02:26.010 We can just go right in and go in for the close and get the business. 00:02:26.130 --> 00:02:26.370 Okay. 00:02:26.640 --> 00:02:28.859 Now what is the indicator? 00:02:29.100 --> 00:02:32.130 Well, again, it's not questions like, tell me more about the 00:02:32.130 --> 00:02:35.010 shingle type or the color, or can you guys do this on a Saturday? 00:02:35.190 --> 00:02:37.859 Those are buying motivated questions for sure. 00:02:37.920 --> 00:02:39.299 Or do you have a list of references? 00:02:39.510 --> 00:02:43.200 These are people expressing interest and they're a highly qualified. 00:02:43.575 --> 00:02:48.285 Uh, prospect for you, but a jump close is when people say things like, I love 00:02:48.285 --> 00:02:50.085 that, that would mean the world to me. 00:02:50.235 --> 00:02:51.555 That would be amazing. 00:02:51.735 --> 00:02:55.665 When they begin to describe an emotional feeling in response to 00:02:55.665 --> 00:02:59.535 something you shared, this is where they're describing the benefits to you. 00:02:59.540 --> 00:03:00.975 They feel the value in. 00:03:00.980 --> 00:03:06.765 They're telling you how valuable it really is, and the amateur salesperson is gonna 00:03:06.765 --> 00:03:08.445 go right in sometimes for the jump close. 00:03:08.445 --> 00:03:10.575 But instead, I encourage you to do this first. 00:03:10.855 --> 00:03:11.695 You want to ask? 00:03:11.845 --> 00:03:12.145 Huh? 00:03:12.355 --> 00:03:12.985 How so? 00:03:13.135 --> 00:03:13.825 Tell me more. 00:03:14.005 --> 00:03:14.725 How so? 00:03:14.725 --> 00:03:15.505 Or tell me more. 00:03:15.565 --> 00:03:18.865 And when that prospect says, oh my gosh, that would be so helpful. 00:03:18.865 --> 00:03:20.365 I love that you could do that for me. 00:03:20.725 --> 00:03:22.345 We ask, yeah, how so? 00:03:22.350 --> 00:03:23.245 Or why is that? 00:03:23.245 --> 00:03:24.115 Or Tell me more. 00:03:24.355 --> 00:03:27.925 And this gives that prospect a moment to elaborate on how much 00:03:27.930 --> 00:03:29.275 they love what they're hearing. 00:03:29.305 --> 00:03:33.145 And at this point, that prospect is literally selling 00:03:33.145 --> 00:03:36.625 themselves on the benefits and the value that you can provide. 00:03:36.910 --> 00:03:40.570 And right after, they share how much they love that and how excited they are. 00:03:40.870 --> 00:03:44.680 That right there is the key indicator that you, my friend, are prepared 00:03:44.680 --> 00:03:46.060 to go in for the jump close. 00:03:46.120 --> 00:03:48.490 And the jump close can say, Peggy, I'm so glad. 00:03:48.490 --> 00:03:51.310 And repeat back what you heard and say, would you like to chat 00:03:51.310 --> 00:03:52.870 next steps about getting started? 00:03:53.170 --> 00:03:57.070 And at this point, once you repeat back what she said to you, I'd love if you 00:03:57.070 --> 00:03:58.450 guys could do this, this, and this. 00:03:58.600 --> 00:04:01.960 Oh, I would love if you could could do our install on a Saturday so 00:04:01.960 --> 00:04:02.800 I don't have to work with Zoom. 00:04:02.800 --> 00:04:03.730 Everything else looks great. 00:04:03.760 --> 00:04:04.750 And they compliment you. 00:04:04.750 --> 00:04:06.220 You know those excitable customers. 00:04:06.540 --> 00:04:07.350 Would you like to chat? 00:04:07.350 --> 00:04:09.209 Next steps in getting about getting started. 00:04:09.810 --> 00:04:12.510 This reminds them of that joyful experience they just had. 00:04:12.810 --> 00:04:16.469 And at this moment, that customer or prospect, soon to 00:04:16.474 --> 00:04:17.880 be customer is ready to go. 00:04:18.029 --> 00:04:19.920 You just say, great, let's get right to it. 00:04:19.920 --> 00:04:21.990 And then you can go right in for the jump close. 00:04:22.200 --> 00:04:26.670 Now if for any reason there's hesitancy, that's okay, they'll pump the brake. 00:04:26.670 --> 00:04:27.480 She'll be like, you know what? 00:04:27.659 --> 00:04:28.380 Not quite yet. 00:04:28.380 --> 00:04:32.430 I love what I'm hearing, but I have a few more questions, but that key moment. 00:04:32.805 --> 00:04:35.775 I love when before you go in for the jump close, remember 00:04:35.775 --> 00:04:37.605 to ask how so tell me more. 00:04:37.605 --> 00:04:38.235 Why is that? 00:04:38.445 --> 00:04:41.475 And get that prospect revealing even more information selling 00:04:41.475 --> 00:04:45.285 themselves and validating how much value they see in working with you 00:04:45.290 --> 00:04:46.815 before going in for that jump close. 00:04:47.145 --> 00:04:50.145 Now I wanna hear from you, have you used the jump close before? 00:04:50.175 --> 00:04:53.595 Have you had those customers that are just so ready to buy that 00:04:53.595 --> 00:04:56.055 you're like, oh my gosh, why am I even bothering going through this? 00:04:56.055 --> 00:04:56.955 Let's just do this thing. 00:04:57.315 --> 00:04:58.935 You know, when when it fits, it fits. 00:04:58.980 --> 00:05:00.720 I'd love to hear from you in the comment section below. 00:05:00.990 --> 00:05:03.900 Now, that's all I've got for you in today's video, and I hope that you can 00:05:03.900 --> 00:05:07.350 take this experience and now in the very next sales appointment you're in, keep 00:05:07.350 --> 00:05:11.430 your ears wide open for those times where homeowners are expressing their emotions. 00:05:11.430 --> 00:05:12.120 I love that. 00:05:12.125 --> 00:05:12.780 I like that. 00:05:12.785 --> 00:05:14.640 Wow, I can't believe you do that for me. 00:05:14.640 --> 00:05:15.330 That'd be awesome. 00:05:15.330 --> 00:05:17.320 Them and then ask more questions. 00:05:17.320 --> 00:05:17.770 How so? 00:05:17.770 --> 00:05:18.310 Tell me more. 00:05:18.310 --> 00:05:18.850 Why is that? 00:05:19.030 --> 00:05:21.190 And you're gonna witness right before your eyes that customer 00:05:21.190 --> 00:05:22.240 start to share even more. 00:05:22.330 --> 00:05:24.070 And that is your ripe moment. 00:05:24.370 --> 00:05:28.120 And now you know exactly how to pay attention to, again, buying motivated 00:05:28.125 --> 00:05:31.390 questions versus the jump close indicator. 00:05:31.600 --> 00:05:34.210 Hey, thanks for joining me in today's video, and if you want 00:05:34.210 --> 00:05:37.390 more tips on closing, maybe it's even retail specifically. 00:05:37.660 --> 00:05:38.260 Uh, I've got. 00:05:38.615 --> 00:05:42.245 Growing playlist on that, and it's inside my free training center. 00:05:42.245 --> 00:05:44.795 You can click right now, it's in the description below, or you can text 00:05:44.795 --> 00:05:48.395 the word free to 3 0 3 2 2 2 71 33. 00:05:48.455 --> 00:05:51.125 And if you're someone who might be interested in just really 00:05:51.275 --> 00:05:53.795 learning my philosophy, you're like, Hey, I've watched these videos. 00:05:53.800 --> 00:05:54.485 I really like them. 00:05:54.665 --> 00:05:57.185 Maybe I wanna take the next step and start using Adam's sales 00:05:57.185 --> 00:05:59.435 system and unlock the, the whole. 00:05:59.695 --> 00:06:02.005 Key to success, the entire thing from knock to close, like 00:06:02.365 --> 00:06:03.474 I'd love to share it with you. 00:06:03.474 --> 00:06:09.025 And you can text the word demo to that same number, 3 0 3 2 2 2 71 33. 00:06:09.025 --> 00:06:10.195 There's a link in the description as well. 00:06:10.255 --> 00:06:12.715 And our team will tour you around so you can see and decide for 00:06:12.719 --> 00:06:15.594 yourself and I back everything with a 30 day money back guarantee. 00:06:15.715 --> 00:06:17.935 And that way, for any reason you're not satisfied, we buy it back. 00:06:18.265 --> 00:06:19.615 So thanks for joining me in today's video. 00:06:19.794 --> 00:06:21.325 Let's keep rocking and rolling together, shall we? 00:06:21.565 --> 00:06:24.354 So if you haven't jumped in, get in my free training center right here 00:06:24.505 --> 00:06:27.985 or learn more techniques to help you close deals in these videos. 00:06:28.044 --> 00:06:28.555 We'll see you soon.