CLOSING Steps (Shockingly Simple - DON'T Overcomplicate This!)

This five step closing framework will help you close more deals consistently, confidently and even if you're priced higher. And it worked for tj. In just two days after going through training, I get this text message from his sales manager that reads TJ just closed one against two of our biggest competitors that we are always priced higher than by following this framework. In this video, I'm going to be teaching you these five steps in order so you can take some notes. That's a hint. Take, take some notes and then implement in the very next sales appointment you run. Now let's get to it. First, quick welcome or welcome back. Adam Bensman here, the roof strategist and everything that I do here on my channel is designed to help you and your team smash your income goal and give every customer an amazing experience. And one of my greatest whys, the fuel that keeps me going is to create experiences all across America. Well even Canada, Australia and Sweden where people who are resistant homeowners of dealing with roofers or getting the roof replaced can have an enjoyable experience both for the homeowner and the sales rep. In this five step closing process is going to help you do just that. So again, welcome or welcome back. Adam Edsman here. Let's rock and roll. Number one. Step number one is to proactively overcome objections. So whether you're selling storm or retail, I did a previous video that I'll put a link to right up here on the top. Closer strategy to overcoming objectives proactively without having to use rebuttals. And I recommend watching that video because I go into greater detail. But if you're someone that's waited for questions to come up or done a really good job presenting and hope those questions don't come up, you got to throw that out the window. The bigger, the scarier they are. You need to bring everything into your presentation proactively. The reason is it builds a tremendous amount of trust. Number two, it positions you as the expert. It shows that you know what you're doing and it ain't your first rodeo. Number three, it shows that you're not hiding from anything. You're airing out all of the baggage and the concerns that they might have and it makes people feel a crazy sense of comfort and crazy in a good way. Alright, so again, step number one is to proactively overcome objections. Step number two is to sprinkle throughout your presentation and specifically right before you close. Do you have any questions for me? And the reason we do this is we invite people to draw out their questions because we know that if there are questions that they have, they're not listening. Just like back when you were in middle school or high school and you're a roofer now. So my guess is you struggled like I did in some form of school, and you had a question for me. I was in the same math class four years in a row, and somehow I made it here, so who knows? But anyway, I remember raising my hand. I'm like, what? Algebra? Huh? And then I would be stuck on this question. My teacher would teach for five minutes because the rest of the class wasn't as special as I was. And then she'd call on me. And then from when I raised my hand here to here, I didn't catch a thing. And the same thing's happening with our homeowners. So we want to draw those out. All right, now step number three is we're going to do a little bit of a loop of some questions. There's two questions that we ask before the close. Now, this philosophy that I teach is different than others. I know many people are like, close, early close, often ask for the close. And you can do that. And in my opinion. And again, there's a blend between what works and what makes people feel comfortable. Because I've seen things that can work, but the times they don't, they will repel a customer for life and get them to write you a one star review because you're too pushy, too sleazy, too salesy or too aggressive. And I don't ever want that to happen. So there's that fine line of what works and then what. What lands with your, like, moral and ethical compass. And this is what works for me. And I've also proven it with some data and serving tens of thousands of people. And they also love it, and their homeowners love it. And I've seen what homeowners say about the sales experience. Things like when they hand them a check and say thank you. Who hands someone a check and says, Here's 20 grand. Thank you. Thank you for letting me give you my money, for explaining everything to me. That's really what I'm looking for. Again, it's creating an amazing experience in the house. So step number three is to ask these two questions back to back before we go in for the close. Question number one, do you have any questions for me? Again, if we ask for the business, when they still have questions, you will almost always get no or some excuse that they can't. That's the biggest reason that I don't believe for going in for the kill, as they say, or going in for the ask, Asking for the order, asking for the sale when you haven't drawn out all the questions. Because if you go in and they have questions, they just feel like, whoa, whoa, whoa, I'm not ready yet and you're asking for my business. And they clam up. Alright. It's almost like if you walked up to the most beautiful person at the bar and just asked, hey, you're gorgeous, can I buy you a drink? You want to go home with me, have breakfast with my, with my family and meet my parents? They'd be like, that is way too much. That is way too soon. So that's why I don't believe in going in hard early. In fact, I won't ask for the close unless this is a pro tip that's not really part of this. If a homeowner asked me a buying motivated question and they're ready to rock and roll, then I'll use what's called the jump close. But I'm still going to use this loop. Alright, so again, back on step number three. Do you have any questions for me? That's my first question. My next question after that is, does this all make sense? Alright. Does this all make sense? And when I bring up that question that way, does this all make sense? And another way of saying, are you sure you have no more questions? Because oftentimes you'll ask a homeowner, do you have any questions for me? No. Does all this make sense? And they use this word, actually, you know, we just got this new hot tub. How are you going to protect that? Actually, we work from home and we're on zoom all day. Is it going to be loud? Can you guys do the roof on a Saturday? Actually, we're going to be out of town for like the next three weeks up to our vacation property. Are we able to schedule ahead? There's always, there's this one little thing and it's a, it's a buying question that they ask. So again, does all this make sense? All right, then we go into step number four, which is the close. That's where we teach how to close. There's a million philosophies. Quite frankly, I don't care which one you use. I teach one particular approach as the go to. But you need to know a lot if you want to learn more on this. By the way, jump in my free training center. You can text the word free to 300-322-27133 or click the link in the description or Just Text free to 303-222-7133. The left hand side, we need a free training center. Scroll down. I have a training called 10 Closing Techniques. For every situation, there's many, many, many, many, many more. But that one was a big hit. We had, I think over a thousand people register for that live webinar and it was, it was phenomenal. So go take a peek. But going in for the close and asking for the business, whether using the assumptive close, the which day clothes, the this or that clothes, the comfort clothes, the risk reversal clothes, the pros and cons clothes, whatever closing technique you use, and everyone's got their own naming convention. The takeaway clothes, there's a million of them out there. The point is you use the one that works for you. I teach what I call the comfort clothes because everything I've done in the house is designed around building a comfortable experience, and I call it riding the comfort wave. And in fact, within two or three hours of that webinar, I got an email back from someone saying the comfort clothes worked like a charm. And he included a screenshot with a signed contract. And he'd literally watch what he learned on that webinar and then applied it. So there's. Step number four is going in for the close. All right, and before we get into number five, I just want to do a quick summary, number one. Step number one is to proactively overcome those objections. Step number two is to ask, do you have any questions for me? And sprinkle that throughout the presentation to continually draw those questions out. Step number three is before we close, we ask the two questions. Do you have any questions for me? Does this all make sense? And then step number four is we go in for the close. Now, step number five is that Hail Mary if we don't get a yes. Because not every time that we go in for the close, are they going to be like, yep, 100% I'm ready. You might end up getting the deal still. If they say, you know, I still have questions or I'm not quite ready yet, but we need to know other closing techniques. And that's what I call the backup close. And this is where I see the biggest difference between decent salespeople and top pros. Decent salespeople can follow the process and the framework. They go in for the close. They don't get it, and they're like, oh, you got to think about it. Okay, great. Well, here's my car. And they shift into nice guy mode, where a top producing salesperson a real professional closer is going to learn how to after they first ask for the close, continue that conversation using the ARO objection handling formula that I teach in my sales system which again you can learn more in the description below or text demo to that same number. I'll share more on that in a second. And then again that backup close is learning how to address those questions and then come back with various closing techniques. Now the comfort clothes in my opinion works on repetition but in assumptive close or the next step close like which color may or may not like the color close on the assumptive clothes can work but there's other closing techniques that's kind of like it's like a one trick pony, like you're going to try it and then if it doesn't work and the homeowner still has questions, you need to use a different tool. Alright, so again if you want more, you got two resources, one text free or two text demo. If you want my full sales system to learn this to 303-222-7133 we can get your team trained up on it. You'll own it for life. No monthly fees, no annual fees. And I put my money where my mouth is so it's backed by a 30 day money back guarantee. And inside there you'll learn my entire sales system. This is just the philosophy. You'll get the entire system and you're going to get trained up in a lightning fast two half days and your team can be closing again. TJ's guy here that I just shared with you those two days after leaving training. Just fantastic stuff because it is so, so simple. So see for yourself why thousands of folks are turning to this platform for a storm and retail use in every state in the us, Canada, Australia and more. And why I become Owens Corning's newest official sales training partner. All right, there you have it. The five step simple system to closing more deals proactively. Overcome objections, sprinkle them through in your appointment. Number two, ask do you have any questions for me throughout? Number three, the loop before you go in for the close, do you have any questions for me so far, does all this make sense? Number four, go in for the close using your technique of choice. And number five, having a backup process to engage in the conversation and then come back in for the close if you need to. All right, that's all for this video. But 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 yet done it. Jump into my free training center here, and if you haven't watched the video that I put up before on proactively overcoming objections, I think you're really going to love that. So jump into that one right here and I'll see you on the next one.