WEBVTT NOTE This file was generated by Descript 00:00:00.240 --> 00:00:01.830 Have you come into this objection. 00:00:02.580 --> 00:00:04.440 I need to do a little bit more research. 00:00:04.740 --> 00:00:08.039 This comes up, whether you're selling storm damage roofs or retail 00:00:08.039 --> 00:00:12.040 roofs, when homeowners are in that indecision period, and they tell you. 00:00:12.675 --> 00:00:14.565 I need to do more research. 00:00:14.985 --> 00:00:19.245 Listen, this has become more and more common as millennials 00:00:19.245 --> 00:00:21.465 and gen Zers are now homeowners. 00:00:21.525 --> 00:00:24.015 First time homeowners, they haven't replaced their roof. 00:00:24.195 --> 00:00:26.835 This is a generation of people who is used to grabbing their 00:00:26.835 --> 00:00:27.795 little trustee cell phone. 00:00:28.060 --> 00:00:31.869 Googling something jumping on Facebook, jumping on YouTube and in 15 minutes 00:00:31.869 --> 00:00:35.620 becoming an expert on what they need to do when choosing a roofing contractor 00:00:35.620 --> 00:00:37.239 or buying a roof and what to look for. 00:00:37.300 --> 00:00:41.800 And these folks often don't wanna make a same day buying decision. 00:00:41.950 --> 00:00:44.260 So they give you the smoke screen. 00:00:44.290 --> 00:00:49.480 Objection, which is I need to do more research now what you know, and I 00:00:49.480 --> 00:00:54.489 know is that when people say these words, it's not what they actually. 00:00:55.154 --> 00:00:55.995 So, what does this mean? 00:00:56.264 --> 00:01:00.015 I'll tell you in just a second, but first I wanna say welcome or welcome back. 00:01:00.074 --> 00:01:03.074 My name is Adam Benjamin, the roof strategist, and I am honored 00:01:03.074 --> 00:01:04.425 to be joining you here today. 00:01:04.515 --> 00:01:08.024 Hey, thank you for investing your time with me, because my mission is 00:01:08.024 --> 00:01:12.345 to help you leave every single video or podcast episode with an actionable 00:01:12.345 --> 00:01:16.574 plan or insight or strategy that you can use on the very next sale you make. 00:01:16.695 --> 00:01:19.815 So you and your team can smash your income goal and give every 00:01:19.815 --> 00:01:21.554 customer an amazing experie. 00:01:21.860 --> 00:01:24.710 And to do that, we need to learn how to win the customers who 00:01:24.710 --> 00:01:26.060 just wanna do more research. 00:01:26.330 --> 00:01:27.590 So let's get into it. 00:01:28.010 --> 00:01:28.310 All right. 00:01:28.490 --> 00:01:29.240 What does this mean? 00:01:29.330 --> 00:01:31.370 I need to do more research now. 00:01:31.375 --> 00:01:33.680 Remember an objection is a smoke screen. 00:01:33.680 --> 00:01:34.220 It's BS. 00:01:34.220 --> 00:01:36.800 It's not actually what that homeowner means. 00:01:37.040 --> 00:01:40.820 As you've seen me talk about all objections that we ever hear mean one 00:01:40.850 --> 00:01:44.300 of three things, it means that the homeowner doesn't quite trust you yet. 00:01:44.540 --> 00:01:47.090 It means that they don't think they need you, or it's a money. 00:01:47.645 --> 00:01:48.635 So let's take a look. 00:01:48.635 --> 00:01:49.445 What do you think this means? 00:01:49.685 --> 00:01:50.915 I need to do more research. 00:01:51.065 --> 00:01:52.415 Does it mean I don't need her new roof? 00:01:52.415 --> 00:01:54.065 Uh, they just need to do more research. 00:01:54.245 --> 00:01:55.475 Is it a money issue? 00:01:55.685 --> 00:01:57.215 No, they need to do more research. 00:01:57.425 --> 00:01:59.345 This boils down to one key factor. 00:01:59.555 --> 00:02:02.045 They don't trust you yet. 00:02:02.744 --> 00:02:03.645 It's that simple. 00:02:03.914 --> 00:02:04.905 They don't trust you yet. 00:02:04.994 --> 00:02:09.615 And the reason for that is because there's information that you didn't give them. 00:02:09.975 --> 00:02:14.204 This objection has far more to do with what you did not say 00:02:14.295 --> 00:02:16.424 rather than what you did say. 00:02:16.635 --> 00:02:19.394 So it is critically important to understand the true meaning. 00:02:19.605 --> 00:02:23.805 They don't trust me enough to make a buying decision because I did not 00:02:23.805 --> 00:02:27.855 give them all of the information or answer all of their questions 00:02:27.885 --> 00:02:29.084 and I'm gonna put myself in. 00:02:29.455 --> 00:02:31.795 Seat, for example, there's a new gentleman on it. 00:02:31.795 --> 00:02:32.095 Team. 00:02:32.155 --> 00:02:33.025 I'm training him up. 00:02:33.385 --> 00:02:37.165 We're talking about how to handle our inbound calls and recommendations 00:02:37.165 --> 00:02:41.605 when people call in and I audit those calls from time to time to make sure 00:02:41.605 --> 00:02:44.845 we're giving our customers an amazing experience, which is our core value. 00:02:44.845 --> 00:02:45.355 Number one. 00:02:45.385 --> 00:02:49.705 And on one of those calls, I heard a gentleman say, so how's it work? 00:02:49.705 --> 00:02:50.485 Is it online? 00:02:50.485 --> 00:02:51.495 Is it PDFs? 00:02:51.500 --> 00:02:54.655 And I said, this right here is a trust issue. 00:02:54.775 --> 00:02:57.025 There was not enough information given to say. 00:02:57.560 --> 00:03:00.590 This is an online training center that you have lifetime access to. 00:03:00.800 --> 00:03:04.280 It works just like Netflix picks up where you left off it's dummy proof. 00:03:04.280 --> 00:03:06.440 All the downloads are in order, right beneath the videos. 00:03:06.650 --> 00:03:09.440 You get access to all the videos, the full sale system. 00:03:09.440 --> 00:03:12.829 Plus all of the downloads, the marketing battle pack the guides. 00:03:13.205 --> 00:03:16.775 Now, if I would've tackled that up front, I would've answered that question 00:03:16.775 --> 00:03:18.484 of what is it and how does it work? 00:03:18.605 --> 00:03:20.555 So, one thing that I got to work on with my team is 00:03:20.555 --> 00:03:22.535 buttoning up how we communicate. 00:03:22.535 --> 00:03:25.204 What's all included to do it in a concise way. 00:03:25.235 --> 00:03:28.715 That's easy to understand and is most direct to answer the questions that you 00:03:28.715 --> 00:03:32.945 might have now, when it comes to you selling roofs, the same thing applies. 00:03:33.095 --> 00:03:35.345 When people ask you the question or say, I need to do more. 00:03:35.875 --> 00:03:37.915 It's because there's things that you left out. 00:03:38.155 --> 00:03:42.745 That's why it is so important to walk people step by step through 00:03:43.015 --> 00:03:45.805 everything, not just how it works to get the deal signed, but what 00:03:45.810 --> 00:03:47.395 happens after how production works? 00:03:47.455 --> 00:03:51.055 And one of the most common pieces of feedback I get from sales reps 00:03:51.055 --> 00:03:53.005 when they messaged me saying, Hey Adam, I went through three training. 00:03:53.125 --> 00:03:56.815 I'm closing more deals in this last customer said, and it's almost this 00:03:56.815 --> 00:04:01.465 same sentence word for word almost that says, Hey, I chose you because you took 00:04:01.465 --> 00:04:03.565 the time to explain everything to me. 00:04:04.530 --> 00:04:04.679 Okay. 00:04:04.679 --> 00:04:06.720 It's because that homeowner had a good experience. 00:04:06.929 --> 00:04:09.959 So again, key thing here, I need to do more research. 00:04:09.959 --> 00:04:12.149 We now know it's a trust issue. 00:04:12.480 --> 00:04:15.750 Now let's break down how we overcome this one, using that 00:04:15.929 --> 00:04:17.250 aro objection, handling formula. 00:04:17.519 --> 00:04:20.370 What we wanna do first is hit this head on, Hey, Mr. 00:04:20.375 --> 00:04:21.240 Homeowner and Mrs. 00:04:21.240 --> 00:04:24.570 Homeowner, I completely understand that you need to do more research. 00:04:24.570 --> 00:04:25.440 We're repeating it back then. 00:04:25.440 --> 00:04:27.060 We wanna reassure 'em that they're totally normal. 00:04:27.270 --> 00:04:27.570 Okay. 00:04:28.530 --> 00:04:32.099 Listen, if it were my home, I'd wanna make sure I was making the right decision. 00:04:32.640 --> 00:04:36.000 And then we can overcome, usually when people tell me that they need to do 00:04:36.000 --> 00:04:38.159 more research, I just wanna apologize. 00:04:38.429 --> 00:04:39.510 This means it's my fault. 00:04:39.780 --> 00:04:43.500 It means that I didn't give you enough information or answer your questions. 00:04:43.620 --> 00:04:46.739 So you want to turn somewhere to go find those answers. 00:04:46.919 --> 00:04:48.630 Now I'm not saying that you shouldn't do that. 00:04:48.750 --> 00:04:52.289 But what I would like to do with your permission is ask you, what is it that 00:04:52.289 --> 00:04:55.349 you'd like to do more research about so I can leave you with the right inform. 00:04:56.445 --> 00:04:56.745 okay. 00:04:56.985 --> 00:04:58.115 Pretty smooth right now. 00:04:58.115 --> 00:05:00.224 I wanna break down how and why I did that. 00:05:00.224 --> 00:05:04.335 So you can start to peel back some of the psychology behind this first. 00:05:04.515 --> 00:05:09.735 I did active listening and I made sure they knew that I heard and understood 00:05:09.855 --> 00:05:11.565 what they had communicated to me. 00:05:11.835 --> 00:05:14.895 Then I wanna let 'em know that they're normal, that I've seen this before. 00:05:15.075 --> 00:05:15.344 Okay. 00:05:15.525 --> 00:05:19.965 Then the final piece is disarming them instead of being pushy and invasive, like, 00:05:19.965 --> 00:05:21.045 Hey, what do you need more research on? 00:05:21.045 --> 00:05:21.735 Didn't we go over everything. 00:05:21.740 --> 00:05:22.435 We talked about everything. 00:05:23.235 --> 00:05:23.594 Okay. 00:05:23.865 --> 00:05:27.945 Anytime you're pushy or invasive, it doesn't feel good to people. 00:05:27.950 --> 00:05:31.724 So instead I disarmed them, meaning I let the burden fall on me. 00:05:31.724 --> 00:05:33.615 It's my fault for not giving you that information. 00:05:33.645 --> 00:05:36.555 And then I also said, so I can leave you with the right information, 00:05:36.555 --> 00:05:37.905 which implies that I'm gonna leave. 00:05:38.085 --> 00:05:40.995 Now, funny enough, when you use this approach, you will find 00:05:41.000 --> 00:05:42.675 that homeowners will reveal. 00:05:42.910 --> 00:05:46.780 The true meaning behind this objection, they'll say, Hey, actually, I just 00:05:46.780 --> 00:05:51.160 wanted to call my insurance company first to see if my rates would go up bingo. 00:05:51.250 --> 00:05:55.660 Now, you know what to talk to it's that one element or I need to do more 00:05:55.665 --> 00:05:58.510 research, you know, can I ask what it is you'd like to do more research 00:05:58.510 --> 00:06:01.750 about actually I have two other estimates scheduled for next week. 00:06:02.490 --> 00:06:03.539 was it more research? 00:06:03.570 --> 00:06:05.370 No, it was talking to other people. 00:06:05.580 --> 00:06:08.219 So wanting to think of this as a way to reveal the truth. 00:06:08.250 --> 00:06:12.240 And this is a very, very similar approach that I use when people say I 00:06:12.240 --> 00:06:16.020 have to talk to my wife, or we have to think about it again, both of those are 00:06:16.020 --> 00:06:18.539 trust objections, just like this one. 00:06:18.750 --> 00:06:19.469 So there you have it. 00:06:19.655 --> 00:06:20.585 How to overcome. 00:06:20.645 --> 00:06:23.885 I need to do more research as you sell to millennials and gen Zers 00:06:24.095 --> 00:06:28.205 and folks who are more tech savvy, our new generation of homeowners. 00:06:28.475 --> 00:06:31.145 Thanks again for joining me here on today's video. 00:06:31.325 --> 00:06:34.175 If you wanna continue your journey with me and you haven't yet done 00:06:34.175 --> 00:06:37.385 it, I'd like for you to click right here to get a free copy of my pitch. 00:06:37.385 --> 00:06:40.385 Like a pro roofing sales training video library sent right to your inbox. 00:06:40.385 --> 00:06:41.885 And you can see what folks are saying about it. 00:06:42.215 --> 00:06:43.145 The last thing is, if you. 00:06:43.695 --> 00:06:45.645 Yet check out my products and programs. 00:06:45.645 --> 00:06:48.585 There's links in the video description to tour you through everything and happy 00:06:48.585 --> 00:06:50.325 to answer any questions that you have. 00:06:50.565 --> 00:06:52.664 And I cannot wait to see you on the next video.