Homeowners Hate It: High Pressure Sales is DEAD - This is The Future

The hard sale is dead. In this video, I'm going to share with you why and what you need to know to protect your career and your livelihood. So you, my friend, can smash your income goal and give every customer an amazing experience. Hey, welcome or welcome back. Adam Bensman here. And everything that I do on my channel is designed to help you and your team smash your income goal and give every customer an amazing experience. And my hope is that by watching my videos, you, you've learned some insights, you've developed personally, you've learned new skill sets or tactics that you could implement in the field to serve customers even better and most importantly, make some more money. So if I've helped you do that, I have two quick favors. Favor number one is only about 64% of the folks that are watching my video are subscribed. It would mean the world to me if you could just take a quick minute and just smash the little subscribe button and the bell and that will help. Tell YouTube that this stuff is helpful, which means I can help make even more content for you. The second ask is, if you haven't done it yet, jump in my free training center, totally free, there's no catch. And I have exclusive content waiting for you inside. Now let's get started. Now, this video was inspired by a recent visit that I had out to Baltimore. I was speaking to a group of contractors and right after lunch I like to kickstart our event after everyone's in that sleepy, comatose state with some general Q and A. So this gentleman, he's sitting in the back and he raises his hand and he says, adam, and know how do you overcome this objection? Hey, just email me the estimate. So I walk through how I do that and he goes, no, Adam, you don't understand. I'm getting this like all the time now. And I'm like, why have you undercovered? Like, why there's this sudden, like, influx of people that say, just email me the estimate. He goes, it's happening a lot. And he says, yeah, I talked to one homeowner and this is what she told me. She says that the previous roofing company that she called sent not one salesperson but two out to her house. They were in her home for four hours. Four hours. Now, I understand that the old school methods for in home sales resulted in incredibly long appointments, high pressure sales tactics and gimmicks like price drops to get same day decisions. And there was really only two ways out of the house when you were trained on this model. Method number one, out of the house was when the homeowner got so absolutely fed up that they would rack the shotgun and kick you out the house. And, and then method number two was when you actually had a signed deal and this homeowner had someone out to their house again, four hour visit. And she, as many homeowners do, we're already up against a mountain of obstacles because homeowners, 77% of homeowners don't trust contractors. My prediction is that roofers are even higher up on that list. So now this homeowner who already didn't trust roofing contractors, had a roofing contractor come out, did not respect her, her time, used high pressure tactics and was robbed four hours of time. And she says now in her mind, because she has this narrative that all roofing companies are just like them, therefore, I'm not going to meet with you. There's a immediate wall of resistance. There's virtually nothing a contractor could say, hey, we're different, we're good, we're better, we're not like them. And she says, just email me the estimate. Now, I'm hearing this because some companies are getting quite desperate to make sales. I've heard some markets, especially the retail markets, are getting lighter on leads as the economy is shifting and they're coveting these opportunities, saying, we got to sell them, we got to sell them, we got to sell at all costs. But as we've seen, not only have consumer trends changed, but homeowners are resistant. It's truly spoiling it for all of us. So what do we need to do to rally behind this is we need to understand what a consumer is looking for and provide a service experience, an incredible service experience that allows them to make the decision on their own free will that you are the one to work with. So. So in this video, I'm going to share with you how we do that. And by the way, this is one of the reasons that I'm completely reinventing how we do business here and how I can serve you. And I'm doing this in a way that's going to make an even bigger impact and make even more property owners even happier. I cannot wait to share all the details. And by the way, if you're watching this video later, we'll update the description with all the new things that we are working on to serve you even better. And I just, I can't wait. If you want to stay in the loop on this, follow me on Facebook, Adam Bensman. You'll find me there. I'll be posting a little bit more about this journey as we go. All right, so what do consumers want? First things first. Consumers want. And I would write this down. If you're a note taker, I know plenty of people are sending me. In fact, I just got one on Instagram, guy DM me in Australia, who wants to use our system, and he's got an entire notebook full, and he goes, this is all you, dude. So if you're a note taker, write this down. Homeowners want a transparent, okay, transparent and educational buying experience. Transparent and educational. Now, what that means is they want to feel like they're in control. They want to understand what is going on through the process. They want to understand what the roof is, what their choices are, what the consequences are, and they don't want gimmicks. That's what I mean by transparent. Little things change. Transparency, by the way. Like, if I'm sitting across from a customer and I have my computer, laptop, or tablet open, this doesn't lead to trust, because I could be, like, playing, manipulating the numbers and messaging my team. But if I sit next to the prospect and they can see my screen, we can walk through things together. This creates a level of transparency and then trust. Okay, next, Number two. Customers want an amazing service experience. One of the top complaints about contractors in general is poor communication. Things happen in construction. You might show up late. I don't know why, I just sounded Scottish for a second. Been watching too much Outlander with my wife. That's why. Okay, you might show up late if you're running behind schedule. Just communicate clearly with your prospects. Send them a text, Let them know what's going on. This is why so many companies are adopting technology to alert the homeowner when someone is out to their house, when they're expected to show up, how far out they are. This level of high touch experience is what makes people feel comfortable. All right, next. One of the most important things that rookie salespeople just totally suck at is asking questions. There's two people in conversation. Okay. Person number one is the one asking the questions. Person number two is the one answering the questions. Who's in control? Hopefully, you guessed it right. The person asking the questions is the one in control. But the interesting thing is, who's the one that feels like they're in control? Yeah, you guessed that one right. Also, the one that feels like they're in control is the person answering the questions. So when we facilitate a sales process to create a transparent educational experience that makes people comfortable and creates an amazing service experience, we need to learn to Sell not by vomiting solutions and telling people how amazing we are. Hey, we have the best product, blah, better service, blah, better warranty. We're amazing. Look at how good we are. Here's our certifications, blah, blah, blah. And here's your price on your roof. Instead, we need to ask questions. Hey, where are you at in the process? What's most important to you when it comes to selecting a contractor? What would you like to see in an estimate? What have you liked that you've seen with other contractors? What haven't you liked? Hey, tell me more about that. When we do this throughout the process in the right order, like I teach you using my car park formula, which by the way is how my entire sales system is built upon. It's the same sales system that one sales rep at age 21 is using to close at 76% in retail. By the way, very first year in the business, he was at 71% when he got started. The end of the year he ended at 76% and at 21 years old made a quarter million dollars. So this sales system, I call it my car park formula. It's what we do and we say inside the house, if you want to learn a little bit more about it, watch this video. It's called the car park closing formula. Give you a high level overview of on YouTube. And if you want the whole system for you or your team, click the link and get a demo with my team. We'll tour you through it, show you how it works. In this process, we have to artfully understand where the prospect or where the homeowner is at in their decision making process. What information do they want? How can we best serve them? So when we're, when we're immediately at the house, we're going to ask our discovery questions to find out and pinpoint what situation they're in. So of all these different ways we can help you, instead of vomiting solutions, we're like, okay, we just grab this part and then plug this in and then communicate very clearly to the homeowner. And then throughout the process we learn to ask the right questions. And what happens when we do that? By asking the right questions, there's two things. One, we have a more efficient sales process. So for many of us, by the way, I was totally guilty of this. So if you're the person who's the nice guy who could connect with anybody and you could just josh with them and find out they love boating or gardening or hunting and you could talk with them for hours. And some people you do and all of a sudden, you're appointments just drag on and on and on. And it feels fulfilling and fun, but it's not efficient. When we ask the right questions, it allows us to pinpoint really quickly what we need to go through. So what happens is your sales appointment that used to take this long now takes this long. In an appointment that takes this long, you can now squeeze three more in in the same time window, which means you and your team make a bunch more sales and increase your output. So thing number one, through asking questions is we shrink down the time window needed for for the sale. Thing number two that happens is the homeowner, he or she feels like they're in control and not being sold to or talked at or pressured. They feel like you're being of service because you're expressing a genuine curiosity to more deeply understand where they're coming from. So it's a total win win. The customer feels like they're in control. They're giving us answers to the questions for us to deliver the right information. Our window of sales appointment time shrinks, and at the end of the day, we have happier customers. So the key takeaway is this. In today's economy, what we need to do is embrace the fact that people make buying decisions based on two factors. Their emotional experience with you and the comparison that they have of you versus the other contractors. And when we understand the concept of the new feeling economy, as I call it, we can then conduct highly efficient sales appointments that are custom tailored to our prospect's needs by creating a strong emotional experience, meaning they're feeling heard, listened to, guided, and they're in control. And then when the comparison. So when, as people do, naturally, they compare how this contractor was versus that one. Just the same as if you went on a glorious vacation and you ate at two beautiful restaurants on night one and night two, you might be sitting down with your spouse or significant other a few days later and you're reminiscing about the event, the vacation, the two beautiful dinners. You're like, honey, didn't you love our vacation? Yeah, the first dinner, the entree was delightful. But the second place, the service was way better. But the first place, they had an incredible appetizer. I didn't like the appetizer at the second place. The second place, that dessert was to die for. And naturally we compare things against each other. Do you have a restaurant you visit maybe every Friday night with your loved one or a friend or a buddy? Yeah, you get the same thing, don't you? You have the go to. But one day you feel bold and brave and you switch it up. And then the day you switch it up, you get your meal and the person you're with turns says, hey, you know, how's your meal? And what do you do? You instantly compare it to what you normally get. It's not as good as what I normally get. Or man, this is so delicious. I usually get the burger. And this is amazing. By nature, we compare things without even thinking about it. It's how our minds are wired to make comparisons. The same reason that you compare your current girlfriend, boyfriend, husband or wife to your psychotic crazy ex. By the way, most of us have a crazy ex, or at least some part of them that was a little crazy. So that comparison creature is what drives our decision. So when we can keep this at the top of our mind and understand that when we create this amazing experience emotionally, that's short, that's tight, that's highly focused on what that prospect wants. By helping them stay in control. They're now going to compare us to the guy that wanted to be in the house for four hours and the other roofer that learned the one way to sell the roof and vomiting solutions all over his prospect. And that's how you, my friend, become the easy choice. The key to all of this is being a human and a great, great human. And if you do this, you, my friend, will smash your income goal and give every customer an amazing experience. And what I'm working on next is going to enhance your ability to do this. So stay tuned for a very big announcement coming soon on how we're reinventing ourselves doing business. But in the meantime, just because our time here is about to wrap does not mean your and my time has to. So if you haven't yet done it and you're interested in my sales system to start implementing this same philosophy that's being used by many thousands, by the way, in every state in the us, Canada, Australia and even Sweden. Click the link in the description or text the word demo to 303-222-7133. You can see and decide for yourself in a no pressure demo. We practice what we preach here. Alright, I got a video queued up for you right here at the end. Jump into that one to continue this journey with me and I will see you in the next video.