#1 Pitching Secret I Wish I Knew When I Started

I'm going to let you in on the most powerful pitching secret that I wish I knew when I got started in roofing sales. A secret so powerful that it can supercharge your pitch, whatever it is that you're doing, so you can start even more conversations at the door, get on even more roofs and close even more sales without falling victim to the. I'm sorry, I'm going to say it. The garbage that is spewed in roofing sales training where they say that there's one track, this is how you sell a roof, and it goes the same every time. The people that just teach you how to sell positivity in solutions and they're like, hey, free service, better product, better service, better warranty. We'll do a great job. We'll get everything paid for by the insurance. By the way, you can get a roof. Well, your insurance company is going to pay for it. All the stuff that you see is total garbage. And I'm going to prove it to you right now. If you're someone that's had one of these two scenarios happen, then you need to pay attention. So scenario one, you're selling a storm damaged roof. You present to the homeowner and then at the end they say, our insurance company already came out, we're sitting at a check. We just wanted to get some estimates. Which means that you just spewed all this information, selling all of your solutions and then the homeowner doesn't even need what you've been presenting. Has that happened to you? Give me an honest answer, yes or no? Chances are you said yes. It's happened to me too, by the way, until I learned this secret. Or if you're in the retail world, you do your spiel, you pitch and at the end the homeowner says, hey, you know, thanks for coming out. We just wanted to get some estimates on a roof because we know we got to replace it in five to seven years and we want to plan ahead financially. Has it happened to you? Yes or no? Chances are, if you've been selling retail roofs, that's happened to you. Now this video is going to help you plug that hole and start closing deals like a real professional. And this was inspired by a true event that I had. Excuse me, from a training event that I just hosted in Atlanta. I was brought down by Preferred Roofing Supply. We were doing role play. We broke into small groups. And then at the end of our small group role play, this woman comes up to me who, by the way, was a killer salesperson. She had Drive like I've never seen. She was quick. She was, she was smooth talking. And we did this role play, gave her the objection, said, hey, thanks for coming out. You know what, I'm not interested because we'll be, we're moving in a few years, which you and I both know means that homeowners want to deal with it. They don't care. It's the next owner's problem. And immediately she countered with, well, if we can find enough damage, would you be interested? And I'm like, you're selling solutions. You can't just sell a solution. We had a deep conversation about it, which is what inspired this video because I kept seeing this happen in our role play. All this positivity, all this solution selling. So what is this pitching secret? Well, I'm going to teach it to you right now. First, a quick welcome or welcome back. Adam Bensman here, the roof strategist. And everything that I do here is designed to help you and your team smash your income goal and give every customer an amazing experience. So if you like these videos and you want your team, or if you want yourself to be an even more powerful communicator, even more powerful salesperson, self generate more leads, then jump inside my free training center. And there's no catch. There's a link in the description right here. So if you like these videos, you'll love what's inside and you'll probably love what's inside my entire sales system. But start with the free stuff and see how it goes. All right, let's get to it. What is this powerful, the most powerful pitching secret that I've been teasing you with up until now, it is this. You cannot sell a solution without one thing first. What is it? Starts with a P. To have a solution, there must first be a problem. Without a problem, there is no solution. We must first identify the problem. That is why in all the formulas that I teach, the slap formula at the door, the car park formula closing in the house, the first thing we do in the presentation is identify the problem. The hard part in roofing sales, by the way, which you might be thinking, is, Adam, about 80% of the customers that I work with, by the way, if you're selling a storm damaged roof, they have no idea the roof is even damaged. I know that statistic is going to vary based on what market you're in. If you're in a market that's working, fringe hail storms or tiny wind storms. If you're in a market like let's say Illinois, which by the Way I know Illinois got blasted by a bunch of storms, but outside of this catastrophic event this last year, most of the storms that hit Illinois are smaller. Hail. Those folks that you, when you show up at their house, they don't know that they have damage. So if we show up offering a solution, hi, we're here offering free inspections to your roof. A free inspection is a solution. If the homeowner does not have a problem or think they don't have a problem with the roof, they're going to say we're fine, no thank you. So we first need to have a problem. Which is why in the slap formula, what do we do? We ask an open ended question. Where in the process are you? And now when they say what process are you talking about? I can pitch to that to then identify or create the problem, get up on the roof to then present the solution. And I want to bring this into some more context. When do you get new tires for your car? Oh, let me guess. When you start sliding around on the road. Problem, get solution. When you get your air conditioner tuned up, when it's not working properly, then you fix the problem. Problem, solution. Alright, when do you get new shoes? If you're like me, you wear shoes out till they're like running on threads. The problem is my feet hurt, my toe is sticking through the shoe, then I'm going to get new shoes. The solution, there first must be a problem. People that lose weight, they don't just say ah, solution time. I'm going to lose weight. No, like when I was 30 pounds overweight, I had the problem. I remember seeing a picture, I still have it saved on my computer where my love handles were falling over myself. I saw someone had a picture from behind me and I was like, oh no, I gained weight. I look like that, I don't feel good about myself. I felt like I had a problem. I found a solution. When did I stop drinking alcohol? Not when other people told me I had a problem. Not when family was like, hey, you know, maybe you shouldn't be drinking. Nuh, not. Then I stopped drinking when I realized I had a problem when I owned the problem first. And then the solution came which was quitting alcohol. With this being said, the secret to pitching that people do not talk about in roofing sales is forget all of your solutions. Forget your positivity. We must first identify the problem. Without a problem, there is no solution. If you're someone who is selling solutions. Free this, free that. Best, best, best. What you want to do is start by asking questions when you're at the door, where are you at in the process? If you need help on this, by the way, watch my playlist inside my free training center. I on acing your pitch at the door, you're going to learn how to start that conversation in all these different scenarios. You're going to love it. It's inside. Now we ask that question, where are you at in the process? The homeowner might say something like, hey, what are you talking about? I know that they're not aware of the problem and I can speak to that. If they say, hey, my insurance company was out already and said we had a few small repairs, I can speak to that. My insurance was out, they denied us, Boom. I can speak to that. We're just sitting on a check and we want an estimate. Now what I can do is identify that scenario, ask probing questions, and uncover their problem before I sell a solution. In the right salesperson, who is a killer salesperson, has patience to focus on the problem first. So my pitching secret for you, my friend, is this simple. First find the problem before presenting the solution. Because would you agree that you're going to sell a roof differently to someone who on the retail side is going to replace their roof in five to seven years than you would to someone who has a leak who needs it fixed yesterday? Yes or no? Yeah, you're going to sell to those differently. So how about on a storm damage claim? Are you going to sell to someone that you self generate lead, has no idea that they have damage the same way as if they were denied by their insurance company and I rate at their insurance company? You're likely saying, well, yeah, of course I'd sell it differently because I would need to. And that, my friend, is why I do not believe in word for word scripts and talk tracks in the one way to sell a roof. Because what you do is you sell this generic solution all the way to the end and the homeowner is like, when's this person going to be done? Where instead you could identify the problem, ask probing questions, they take ownership of the problem and you present the solution that is made, tailor made just for them. Now, if you like the philosophy of this concept of at first identifying a problem before presenting a solution, then you will absolutely love my complete sales system. Specifically the car park formula, where I'll teach you what to say and what to do every step of the way inside that house, from the minute the door opens to leaving with a deal and a pocket full of referrals, I got options for you or your team and to learn more, you can click the link in the description or text the word demo D e m o to 303-222-7133 that's 303222, 7133 thanks for hanging with me on today's video. And I really hope that you that this video has helped you make a mindset shift to take the pitch or presentation you're using and supercharge it to unlock the secret to pitching like a pro. Because remember, my friend, problem solution. If there ain't no problem, no one's buying a solution. Just like the fact that if you're selling tires, no one's going to be like, oh gee golly, I should get new tires. No people will wait until the last possible second to buy new tires. And they're doing the same thing with the roof. Same. So we first need to find that problem. Thanks for joining me in today's video. If you want more, jump inside my free training center right here or hang with me here on YouTube. They think you're really going to love this video and I will see you on the next one.