Adam Bensman shows how to project confidence in sales by borrowing passion from something you love. He uses a story about describing a perfect New York strip steak to show how to bring that same vivid enthusiasm into conversations with homeowners.
In this video, I'm going to be teaching you a very simple tool that I learned from someone else on how to be confident, even if you aren't yet. Yeah, it's crazy, but it's going to work. Because this is the biggest question in the most common question I get, how do I become more confident selling if you're new, how do I be confident communicating things I'm not quite sure about yet? Or if you're seasoned, maybe you got kicked in the teeth one too many times, knocked down a peg or two, and you just simply don't have that oomph, that drive, that clarity and that passion and to communicate clearly to a homeowner that you really, in fact, know what you're doing to earn the business. Because people don't want to buy from someone who's wishy washy and talking through things like whatever you want is fine. You know, we do a good job. We need clarity, we need focus, we need vindiction. But if you don't know everything yet, how can you embody those skill sets? Well, here's how. Now, this video was. I'm giving 100% credit where credit is due, and that is to a gentleman, one of the most kind hearted, passionate and intelligent leaders I have worked with. And his name is Marcos with AGU Roofing. And Marcos and I went out to dinner. Thank you for dinner, by the way, Marcos. And we are joined by Marcus. Both Marcos and Marcus work in Orlando. They're competitors. Yet here we are sharing together, inspiring, breaking bread together and helping each other grow. And that is the power of the movement, the pitch Pro movement. Both of them are members, their teams are members, and they're all using the roofing sales success formula for their team. So here we are. And I'm going to be telling you this story because Marcos pulled something out of his hat. And it was one of the most intelligent, powerful lessons that all sales leaders should listen to. So listen up, owners and managers, and a lesson that every single sales rep watching can learn from. So, Marcos, thank you. This is 100% you're doing. It was brilliant. And this lesson is how to teach each and every person to be confident in, even if you aren't yet. So let's begin. My name is Adam Bensman, the roof strategist, and welcome, or welcome back. Everything I do here on the channel and the podcast is designed for one simple reason, and that is to help you and your team smash your income goals and give every customer an amazing experience. Let's begin. I'm sitting at Dinner, Our steaks get served. Dick, on the team, is a young sales rep, a very passionate, very hungry guy with a huge heart. And Marco sees the vision in the passion, in the drive and the potential inside of Dick, and Dick hasn't quite uncovered that yet. And by the way, Dick, you will, and you are. And I watched it for myself. And in that moment, Dick, by the way, who. Who is incredibly passionate about the culinary arts and cooking and a fantastic cook, does this. Let me set the scene for you. We're sitting in the booth at this restaurant in Orlando just after roofcon day two. We're sitting down, we order our rib eyes. Our ribeyes get served. We're cutting into them, and Dick, who loves steak and cooking, starts sharing a story minutes after talking about how he can be more confident when he deals with homeowners. Because there's some trepidation, some hesitation that's coming across. And by the way, Dick is performing at a high level. He is doing very well. But Dick knows that his ability to improve better, to sell better, to give customers an even better experience is to boost his confidence. But he was struggling in it, and Marcos did something truly brilliant. So we're at the table. The stakes get served. Dick is sitting over across from me. Dick says as we cut into the steak, guys, I make the best New York strip steak ever. I would love to have you guys over for a grill out and to cook this steak. Marcos, without even skipping a beat, says, oh, yeah? Why is that? Dick shifts into this mode of pure passion and excitement, and he goes, I take this New York strip. I melt down butter. I infuse it with herbs and rosemary and garlic. And what I do is I. I coat the steak in this butter, but then I put it back in the fridge so the butter seals itself around that steak, and it essentially marinates in this beautiful, rich, fatty flavor, infusing all of these herbs and aromatics. And then on a ripping hot skillet, I throw that New York strip in there about three minutes on each side, and I tilt the pan, and I start basting. And I get that steak nice and coated. We pull it, let it rest. It will blow your mind. And then Marcos turns to Dick and says, dick, that is the confidence that you need when you communicate. You need to pretend like you are talking about the best steak of your life. And I sat there because I fell right into this. Dick fell right into this. Marcus, sitting with me, fell right into this. And Marco says to Dick, that, my friend, is exactly why I asked you, because I know your Passion. And I know your excitement and I know your drive. And if you are able to embody that same level of passion, that same level of excitement with what you do and how you communicated your love, your passion for that incredible New York strip steak, you, my friend, are going to be able to communicate with confidence, even if you quite don't feel it yet. And that moment, for me, was one of the most memorable experiences ever. And, Marcos, brilliant. Thank you, Dick. Embody the confidence. And you, right there, need to remember to rehearse the things that if someone asks you a question about your biggest passion, about what makes you excited, your mission is to bottle that up, bring it into what you do and how you communicate with a homeowner. And you don't need to be passionate about roofs and roofing systems and process, but you need to be passionate about providing an amazing experience for that customer. And by doing it and describing, just like Dick did, about why he loves cooking that steak without even thinking about it, you will be more confident in every single conversation that you have. Marcos, thank you again. You taught me an incredible lesson, a valuable lesson that I am honored and privileged to share with each and every one of you. And just because our time here is about to wrap up doesn't mean yours and mine has to. Maybe. And I'm guessing if you're watching this still you are interested in learning how to develop confidence. And good luck for you. Good news for you. I mean, I have an entire playlist on boosting your confidence, and you can click right here to get it. And if you haven't yet done it, I want you to head on over to the roofstrategist.com right now. There's a link on this video and in the description to get your free copy of my pitch Like a pro roofing sales training video library. It's every video I've ever done, organized by category. I updated every two weeks. So when I send this to you, which is why I email it, you need to save that link because it's updated all the time to help you and your team smash your income goals and give every customer an amazing experience. I'll see you on the next one. And Marcos, thank you very much. We'll see you soon.
