3 Ways to Overcome Low Confidence in Roofing Sales

Here's how to overcome low confidence when you're new at sales because you're learning a new product and a new service and you're selling it inside people's homes. So you have this, like, underlying fear and anxiety that at some point they're going to realize that you're new and that you don't know what you're talking about or you can't answer a question. And then you're put on the spot and you look stupid, like you've been outed. So as a result, you suffer low confidence. And what that means is you're not making sales, and that means that your income is not rolling in. But don't you worry. There's a quick fix and I mean it. No gimmicks, no hacks. It's how you communicate with your customers. So in this video, I'm going to share with you three wildly powerful and stupid simple tips for you to use starting right now to begin communicating even better with your customers. That will take your low confidence and turn it into wildly high confidence so you can close even more sales, you can smash your income goal, and you can give every customer an amazing experience. I made this video because I shared these tips in a recent session in the roofing and solar reform lines. Actually shared it on one of our leadership roundtables. And the feedback was great. It was funny. It was just like a small thing that came up. They're like, you got to do a video and a training session on that. And that's why I made this video for you today. The new salesperson or the owner or manager who. Who's trying to boost the confidence of someone on your team. So I hope this video helps. 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 number one on the list. This is so stupid simple and so many people overlook it. Now, if you came into this business and you're new at sales, this, that's okay, it doesn't matter. But let's say you came from having a teaching background, maybe a customer service background, maybe you were a server or bartender. There's a line that I want to give you right now and I want you to write this down because this dialogue can change the game with your customers. Because sometimes you need to air out the fact that you're new instead of hiding from, in fact, oftentimes hiding from being new when people can kind of tell that you're new and that's what causes the problem. So I want you to air it out instead and use this line, all right? Hey, I may be new at this, but I am not new to taking great care of people. It's that simple. And when you communicate this to your homeowners, they're put at ease because what they want to know is that they're going to be taken care of. So air it out and watch how receptive people are and how it actually makes them even more comfortable and confident in your ability to serve them. Number two, sell the team behind you. So more often than not, you're selling for a company who has support, resources, owner, manager, other members of your team, and maybe even back office staff. So, as you say, hey, I may be new at this, but I'm not new to taking great care of people. And I'm fortunate enough to have the support of a company who's been around for 10 years, with a combined 35 years of experience and internal back office of five dedicated staff that are going to support not only you, but me through the process and taking care of you every step of the way. Now, I use that information just as a filler. Of course, you're going to fill that in with the relevant bits of information about your company, mentioning the credibility, how long you've been in business, how many customers you've served, maybe some accreditation or affiliations, like being a member of the Roofing and Solar Reform alliance or. Or being a certain level of status with the shingle manufacturer that you guys install. And when you sell the company behind you, it minimizes your role in a good way. I know that people buy from people, but now they have more confidence in your ability because of the people behind you and backing you. And number three, save the most powerful tip for last. Why? Because one of the biggest fears that I see with new salespeople is how they handle a question that they don't know the answer to. In many of them, they get caught on their heels. Or worse yet, they. They start babbling through and BSing their way into an answer. And sadly, a lot of times the answer that they're trying to give is wrong. Or the homeowner's like, you really don't know what you're talking about. So stop pretending that you know when you don't know and use this line. Grab a pen and write this down. That's a great question. I don't know the answer to that, but I'm going to find out. Okay. The greatest stall ever is. That's a great question. This gives you time to think. Plus it compliments the homeowner for being intelligent and asking a good question. And then what you're able to do after you say, hey, that's a great question. I don't know the answer, but let me find out is rely on the team that you just told them was incredible in supporting you and go make a phone call, shoot a text, and get the answers to their question. In fact, this earns the respect of people as opposed to BSing your way through it. And I'll never forget, I got asked a really simple question from a homeowner about drip edge, and I barely knew what drip edge was. I felt so stupid. I think it was like my third or fourth sale when I was new in the business and I remember being like a deer in the headlights, like, oh my gosh, this was the first technical question I've been asked. And I remember I pulled that line out. I said, hey, that's a really good question. I don't know the answer, but I'm going to find out for you. And I ended up calling my manager at the time. He chuckled at me because he felt that the question was pretty rudimentary. But I got the answer and then I communicated it to the homeowner and guess what? I ended up getting the sale. And you can do the same thing. So hope this video helps you turn that low confidence into high confidence, but communicating more clearly, being authentic, and showing your commitment to take care of the people you serve with a great team behind you. So share this video with the new folks on your team. It'll help you look like a hero. And if you want to hang with me here, just because our time here is about to wrap does not mean your my time has to. This tells me that you're likely new in this or helping people who are new at this. So at the end of this video, I have a playlist for you. It's called how to make $100,000 in roofing sales. And in that playlist, I have videos covering how to make your very first sale, the top five habits of high performing reps, and a whole bunch more. Jump into that one right now and I will see you on the next video.