Between You and The Other Contractor

When the homeowner tells you, we really like everything, but we're in between choosing you and this other roofing company. Now, in this video, I want to teach you a very simple two step process to help you close more deals confidently when you're in the home right after you hear this. Because in today's time, roofing sales is more competitive than ever before. The level of professionalism is rising. The number of people investing in professional training, instead of just winging it and figuring it out like many do or many of the pals to do, we are seeing that inside the house it's getting more cutthroat. Because in the past, all it took was just the one professional contractor to show up and present and then the homeowners comparing them to the others being, wow, the classic Chuck in a truck showed up, wasn't prepared, tried to wing it, talk his way through it, didn't know what he was doing, whereas the professional ran a proper appointment and won the business. And now there's more and more people doing this and I'm hearing that it's more and more common to hear this objection at the end. Thanks for coming out. We're choosing between you and this other contract. So where many people do is they literally pull the hand grenade and then instead of throwing the grenade, they throw the pin and they blow themselves and the sale up by saying and doing all of the wrong things, which often sounds like this. Well, we are a great company and we truly do care about our customers. We have a better product, a better service and we put on a great roof and we have a warranty that is just unmatched by anybody else. And when we try to sell ourselves at this moment, it falls on deaf ears. And what the homeowner feels is like you are pushing them into a sale where instead we need to be pulling them towards us so they choose to work with us on their own. And that's what I'm going to be doing today, is teaching you that in this very simple two step process. First, I just want to say quick welcome or welcome back. Adam Bensman here, the roof strategist. And everything that I do is designed to help you and your team smash your income goal and give every customer an amazing experience. So if you're looking to level up your game or empower your team to be even more powerful salespeople, then I invite you to join me inside my free training center. And you can text the word free to 303-222-7133. You'll find resources that'll be great for the new hire. The person just jumping into the industry, the seasoned veteran looking to sharpen the axe and including managers and owners who you want to really arm your team with powerful information to close more deals confidently. Again, just text the word free to 303-222-7133. There's no catch and there's a link in the description as well. All right, let's get to it. Two step process to win more deals confidently by pulling homeowners towards you. When you hear thanks, we're choosing between you and the other contractor first, what we need to do is get what I call a pulse check or a commitment on how that homeowner really actually feels about working with you. Then step two, giving you a little bit of a teaser is going to be learning how to ask the right questions so we can sell the right thing to the homeowner with one very, very important disclaimer. You have to be able to fulfill upon it because there's nothing worse than a smooth talking salesperson who says all the right things to win the business. But then the service end drops. So you have to do this the right way with some heart and actual care about your customers. So let's get to it now first is when you hear this objection, hey, you know we're in between choosing you and the other contractor. We need to get that pulse check and figure out what's the temperature of this customer. Are they hot? Are they warm? Are they cold? So we want to ask a couple of things and for this example I want to assume that the husband and wife or the partners, whoever is making these decisions together are both there and it's going to go something like this. Hey, completely understand and I want to say thank you. I'm truly honored to be selected in the running to earn your business. And I know it's a really big deal to choose a contractor that you like and that you trust. So may ask how are you feeling about everything that I share with you today? And how are you feeling about when usually there's the main person that you're selling to of the decision making couple, there's one person who's generally spearheading it and I want to pinpoint that person first. How are you feeling about everything? And they're going to say something along the lines usually of everything was great, great, we really like you a bunch and you know we just got to decide. So I get this commitment, they like everything and I want them to share with me how they felt which is usually leading with some compliments and validating their decision. Next, what I want to do is turn my attention to the other person in the party. Well, awesome. Well, I appreciate you sharing that. Tom, Peggy, how are you feeling about everything? And I want to get the buy in from both Peggy and Tom and say, Peggy, how are you feeling about everything? And then generally Peggy's going to then say, hey, everything's great, I really like it. I we really want to work with you, but we just have to make our decision. So those are, that's the first step is to just get that pulse, check how are you feeling about everything? By the way, one other thing, if you want to just add some humor, you can say, hey, you know, quick pulse, check how you feel about everything. Thumbs up, thumbs down, and just leave it like that. And then I even sometimes use my thumb. And that way when you do that, that homeowner who's hearing it is like can just, you're giving them the easy way to say, you know, we really didn't like this or I think we're going to go a different direction. But if they told you that you're in the running, you're probably not. Alright, so again, start with Tom, then move to Peggy. Next question. Now I'd love to hear from each of you. When it comes to selecting a contractor, what's your biggest concern? And the reason that I want to focus on the biggest concern is this will often reveal their biggest objection and you don't always know what it is. For many of us we think it's always going to be price, but oftentimes it's not. Their biggest concern might be working around their schedule at home because they're both in home offices, they're running zoom meetings and they can't have their day interrupted. So it can be oddball things like this. So again, just in summary of step one is how are you feeling about this? Let them share step two. Excuse me. And then we're going to turn to the partner. How are you feeling about this? And I've talked to both and then, hey, between both of you, what's your biggest concern? And then they can voice it. And now we know what we need to address. Now step two is follow up questions. These follow up questions can be something like these three and I would recommend writing these down if you're the note taking type, how will you. So I'm talking to Tom and Peggy. Tom, how will you and Peggy decide which contractor is best for you? What we're doing is asking into their decision making process how Will they decide? And this is a relatively open ended question which means you might get direct criteria like well, we're going to factor in the price and the warranty and you might say, hey, well we're going to wait till the next person comes out and we have one more and then we're going to sit down and review everything side by side. Alright, question number two. What's the most important thing to you when it comes to selecting a contractor? So what I've done is in the beginning I asked what's their biggest concern? And then I've asked what is the most important thing to you when it comes to selecting a contractor? And often they're going to say a reputable company who stands behind their work, does the job at a fair value and then is going to be there for us and anything comes up and that's a very common response or something like that. And then the third question is my favorite question, it says, hey, understand this is a really big decision. If we were to just play in fantasy land for a minute and remove price, if money was not an object, who would you be comfortable moving forward with? In this way, what we do is we've removed the financial component to help that customer make the emotional decision first, which if you did a great job in the home and you won again by creating a better experience, a stronger emotional experience, and then you won the comparison against how they're looking at others, you've likely done that work. And the one limiting factor is that financial component, that financial difference. And what we can do at this point is now speak to their answers if we can appeal to their deepest desires and their requests. So again we're going to summarize this again in those two steps. Step one is. Hey Tom, thank you so much. Now before I get going here, I'd love to hear from you. Just a quick pulse check. How are you feeling about everything I share with you? Oh, it's great. Awesome. And Peggy, how are you feeling about everything I share with you? Oh, so great. Excellent. And what would be your biggest concern when it comes to selecting a contractor? Well, our biggest concern is we just want to get a fair price. I can completely respect that and I'm not even going to respond to that yet. Now I'm going to move on to step two because I'm just fact gathering step two. How will you and Peggy decide which contractor is best for you? Let Peggy and Tom share. If you're a note taker, write these down. Next one. What's the most important thing? The number One most important thing to you when it comes to like a contractor, let them share. And the third question is if money was no object whatsoever, which contractor would you feel most comfortable working with? And they'll describe that contractor. Now, once I have all of this information, which is their biggest concern, how they're going to make the decision, what's the most important thing to them and then if money was no object, who could they speak to? Now they've given me all of the answers already which I can reiterate back to them. What you described described is and then I'll share that information and if we fit the bill, I'll plug in all those specific details of how we do and now I can go in for the close. And if I don't close that deal, I'll get that follow up appointment set before I leave the house so I can ink it upon my return. So there you have it my friends, that is my opinion of the best way to handle the situation. When the homeowner says we're choosing between you and the other contractor. And remember this, that the other contractor is likely going to make that grenade mistake to blow himself up by simply saying selling himself and making that homeowner feel pushed. Where you my friend, are asking intelligent questions to learn about what they want and then providing them everything, they just share with you by pulling them towards you so they choose you on your own. Free will use this two step technique and you my friend, will close more deals confidently and more easily inside the house. Hey, thanks for joining me in today's video. And just because our time here is about to wrap up doesn't mean you're in. My time has to. So if you haven't done it already, jump into the free training center right here. There's great information for you and your team and tons of videos organized by categories. There's a new webinar in there, the $8 million in home sales system, by the way. One rep, one rep sold 8 million. So a bunch of stuff in there and being added if you want to hang with me here on YouTube. YouTube thinks you're really going to love this video and I will see you in the next one.