#1 Sales Skill You Need in 2025, Or You Won't Make It

You and your sales team need this one skill to survive in 2025. If you don't, you're going to die. You're going to struggle against your competitors and homeowners will not buy from you. Hey, wait, wait. I know that this sounds dramatic, but it's not. It's designed to empower you and your team because the truth is that things are changing. They're changing quickly, and we see what's coming. So my purpose in making this video is to make it where you don't feel the daunting pressure of having to figure out, like if you're a storm damage company, how to sell homeowners that have crazy high deduct deductibles, ACV policies or roof payment schedules where their out of pocket expenses are crazy high. Or if you're needing to learn how to sell retail because many storm companies are trying to bolt on retail to become a hybrid company. So what I'm about to share with you is what's changed? Why in the one skill that you need that I promise you will take your sales team to an entirely new level? Welcome or welcome back. Adam Bensman here. And all the content that I put out is designed to help you and your team outsell, outgrow, and outcompete the rest so we can stomp the scum out. Now let's get started. Roofing sales is personal development in disguise and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. All right, first, first things. What's changing? Let's just lay the groundwork. What's changing is insurance companies. Their coverage is becoming more limited. We're seeing special deductibles for hail and wind. We're seeing a lot more actual cash value or roof payment schedule policies. And at the end of the day, what this means is that homeowners are responsible for paying even more money towards their claims. So the days of having really small deductibles from 250 bucks to 1000 bucks are behind us in many markets and then in some markets will soon be behind us in my prediction. So, so what we're seeing is, you know, in the old days, I feel like you could give anyone a stack of contracts and if they just talk to enough people, they'd sign deals. But those days are behind us now. Paired with this is that the economy is changing. Now there's like the doom and gloom side that we see in the news, like looming recession, interest rates are high, housing market's not what it was, but behind that is actually hope. Now, what this means is that as homeowners and consumer spending peels back, people are stuck in their homes because they got a mortgage at 2 or 3%. I know it's not all the way down to 2. Well, in some cases it might be, but 2%, 3%. And if they sell and buy a new house, their monthly payment on their mortgage is going to double. So home inventory is low. Consumer spending is peeling back. However, there's a bright side. Because people that are in their house or stuck in their house are more likely to do what? They're more likely to invest in their home. And if they're not moving, they got to do the work. So there is an upside. Okay? So with this pressure and people seeing what's happening in the insurance side, they're saying, hey, I really want to develop a hybrid company. I want to learn how to sell retail as well. And the type of people in the past that were selling storm work that was like, show up at the door, if there's damage, we can help. And you pay 500 bucks or 250 bucks to your deductible. Like, those days are over. And those are what I call single solution sellers. Okay, So a single solution seller is knock on your door, you have storm damage, I can help. It's 500 bucks. Okay? That's one solution, one problem. Storm damage, one solution. Pay your deductible, it's super cheap, and we're done. But in today's time, now, the one skill that you need to develop is to become not a single solution seller, but a unique solution seller. Now, what do I mean by a unique solution seller? This is a salesperson who has the ability to truly understand a homeowner's situation and problem and provide unique solutions to that problem. So again, the glory days of oneprob, one solution are gone. My opinion is that salespeople moving forward must become more sophisticated. There's a variety of reasons. One, the market conditions demand it. And two, homeowners are becoming far more sophisticated. Technology is also disrupting things. We have fantastic tools like Rufal, for example, to get an instant quote online right on your website. So the game is changing. Like, five years ago, that wasn't a common thing, like, you had to have an appointment. So with this more sophisticated sales process requires more sophisticated sales people. Now, you may or may not be there yet, but there's nothing to keep you from developing those skill sets. So what are those skill sets? Let's talk through them. First is understanding Deeply where a homeowner is. Now, the fact of the matter, and I saw this recently on Fox News, I have to validate this because I don't trust much from the news these days. But there was a segment on news that shared that in Missouri, the average cost of living for a single family household has gone up by about $1,000. Now, what I don't know off the top of my head is the time window and who did the. But the main idea, I think we have all experienced inflation. The cost of living has increased, but as a result, wages haven't followed. So homeowners are putting more and more money on their credit cards. Many of them can't pay their credit cards, so they're racking up credit card debt and they're paying 20 plus percent interest on this debt. So living expenses are up, debts up, payments are up. And when you stack all of these together, it is insurmountable and it's scary. So I want to provide a couple of solutions to that in a minute. The next thing that we're seeing is homeowners who have this nest egg that they have worked so hard for to put 5, 10, 15, $20,000 in savings for rainy day or an emergency end up having to do it for something as absolutely boring as a roof. Then they're starting from scratch, taking years of saving money, which is harder now more than ever because of the changes in the economy. So it will take years to rebuild that safety net, which comes with a tremendous amount of emotional baggage, namely stress, fear and anxiety. Then the final piece is that homeowners are stuck in their homes, and some of them feel stuck, others don't, but many do. And this means that they have to do the work. So now that we understand these different scenarios as a unique solution seller with you have a variety of solutions. Being a more sophisticated person, we can now leverage incredible tools, financing for one, or maybe even solar in another way to address those concerns. So I'll give you just one real world example to get started. Let's say you're selling storm damage work and you have a homeowner that has a $5,000 deductible. Times are really tight. They have credit card debt. Maybe they got, I don't know, 5, $6,000, 7, $8,000 of credit card debt, and they're paying hundreds of dollars every month on a credit card bill. But they might even only be paying the interest. Imagine Salesperson 1, the single solution seller shows up, says, hi, we can do your roof, and all you owe is your deductible and it's $5,000. And they're not offering financing or anything. We found damage, we do your roof, you pay your deductible. I'm a single solution seller. Now you're up against the sophisticated salesperson, the unique solution seller. And he says, hey, Mr. Homeowner, I understand times are tough. If any of these scenarios apply to you, please let me know. One, if you have any credit card debt, Two, if you have a nest egg or savings that you really want to protect at all costs, or number three, if you're expecting a tax refund, any of those, Imagine they say, number one, yeah, I have credit card debt. Say, okay, now, I don't want to pry, and this is private information, but I just want to share a concept of how I might be able to help you in a more unique way than others would in the roofing space. Because you're probably hearing people say, hey, you know, buy the roof for me. You owe your deductible. And it is what it is. But with us, what I want to do is help turn this situation that's not so fantastic into a really big win for you. So if you're receiving a $15,000 check from the insurance, your contribution's 5,000 plus. What we could do is actually take this $15,000 and put it in your pocket. Now you can pay off that credit card debt, and I'm going to save you 3, 4, $500 a month. When you're paying 20% interest, we can actually finance your entire roof together. And your monthly payment might be between 212 and $267. So out of the gate, instead of this costing you money, tapping into your savings or accumulating even more debt, we're going to wash out your debt and save you a few hundred dollars a month. And that's why I want to help turn this situation into a really big win for you. Okay? Do you see now why you need to go from being a single solution seller to a unique solution seller, someone capable of providing a more sophisticated sale and turning negative situations into positive situations. And we do this by making the money make sense. The same thing applies, by the way, for homeowners who don't want to tap into their savings, because we can talk to them about unique financing solutions like lower interest loans that are longer term or 0%, same as cash over 12 months, so they don't have to pay anything now. And as soon as that tax refund comes in a few months, they can pay it all off, or using insurance proceeds to pay off debt and finance the roof and maybe even presenting a roof with solar combo where they can take that insurance money and put it in their pocket to do whatever they want with and finance the roof solar combo that will often shake out within 1 to $200 of their current electric bill. Now this is something even that you can do on the retail side as well. But enough about that for now. The main idea is that you and your team are going to go from a single solution seller to a more sophisticated, unique solution seller and by doing so are going to differentiate, win big and outsell your competitors. Hey, thanks for joining me in this video. And if you want to learn more skills like this, jump into my free training center right now or hop into this very next video. I'm going to teach you a closing technique that I think you're really going to love. We'll see you soon.