How to OUTSELL "The Other Roofing Company" [Do This and Homeowners Will Choose You]

So how can you close more deals against the competitors that you're selling against? I'm going to be showing you in this video. Before I do. When you're through this video, I'm going to be giving you a framework to follow to help you stand apart, stand above, and win more sales when you're pitching against a competitor. And all this was sparked from Austin. Austin shot me an email, and he actually sent me the presentation that he put together that he's using. I gave him my feedback, and then he responded with this. He says the education has been helping me win customers. I had a customer tell me today they chose me because I took the time to explain the process. I learned that from you, buddy. Well, Austin, great job implementing what you learn on this channel. So in today's video, I'm going to teach you how to close against the competitors. Because if you don't do this, here's what's at stake. You're going to go and do the same thing, churning and burning over again, and you're going to be losing deals without even knowing why your customer has chosen someone else. And the frightening part behind what I'm going to be teaching you is that if you are not using this and you're losing deals, you're that you're not even aware of why. The reality is, your customers aren't aware of why. So what I'm going to be teaching you here, in just a few slides, is what you can do to basically extract from your customer every single question that they have, even the stuff that they don't know that they're thinking about. So, hey, if you're new here, my name is Adam the roof strategist, and I help salespeople and sales teams just like you reach peak performance, have fun doing it, and smash their income goals. So let's slide into today's video. First, we need to explain the process. And of course, as I do this, my little pad cheats on me. Let's get you back in business. We need to explain the process to our customers. And you'll notice what just happened there. You got lost with me, but then you came right back as I showed you this. And you're going to see how what I'm doing is going to tie into what you can be doing. Listen, when you explain the process to people, the idea is to get them to feel comfortable and confident with you and what's going on. If people don't know what's going on or they feel conned or coerced or pushed into filing a claim or letting you work with their insurance company. If they have any questions, there's a wall of distrust that appears. So it's critical that you explain the process just like what Austin said. Austin said, the education has been helping me win customers. And the customer told him it's because he took the time to explain the process. So before you start pitching, before you say, let's go to the contingency, before you ask for the business, you have to explain how everything works. This is building trust, putting them at ease. Then what happens next is we are addressing every single question by explaining the process and drawing those questions out from the homeowner. And oftentimes it's the questions they don't know that are a curse. That's the reason I get emails that say, adam, you know, my presentation went great. I'm just not closing. And it's because we didn't address every question they have. And if they have these questions that are looming, they they're not even aware of them. This immediately triggers their mind to say, this isn't safe. Because we make our buying decisions in the mammalian part of our brain. That's the fight or flight response. That's not analytical. So what happens the way that humans make decisions. And there's plenty of research in this. Read Oren Clef's book called Pitch Anything. He goes into great detail. So we need to get the homeowner in this emotional response to say, I trust you. It's comfortable, it's safe. Yes, you are my answer. I Only then can we bring in the analytical part of the mind that will help validate that decision, saying, yeah, you know what? It is okay to move forward. But if those questions aren't answered, that little mammalian part of our brain, that little primal part of our brain says, that's not safe. He's not safe. I can't do it. And it's not even conscious. So we need to address every single question. So the best way to do that is by using a presentation. Now everybody's different. I am a big fan of presentations, and some people are using them. You can use a simple little tablet like this. This is a Remot drawing tablet. You can use an iPad. You can use a Chromebook. You can use anything. Heck, even your phone. Or you can use a flipbook, like this guy that I emailed with. He says, hey, what do you do? Do you have a roof presentation for selling the job? Maybe a flipbook or a PowerPoint? And yes, either of those works. When you get good enough, when you're Comfortable with the process. You may not need this, but it's important for right now. I'm going to show you how, and you're going to experience it as I flip through. So. So why do we use a presentation? Because you need to hold attention. When you're directing your attention here, you're locked in, your customer is locked in, and you are progressing with the right information in the right order to streamline and control the sales process. What happens is that homeowner will be like, let me tell you about my aunt's house. And then we'll john over there. And then all of a sudden, you have this, like, crazy shotgun experience. You can't keep track of where you started. Before you know it, it's been an hour and a half and your customer's inviting you for dinner. It's happened to me. I'm sure it's happened to you, or it will. And that's why we want to streamline and control the sale by channeling their attention into. This is the right order of information that I'm going to give you, and it will help you understand the process. Check out my video on using a pitchbook. I'm going to link to it in a card here or here, whichever way it pops up. And you can watch a video there on how to use that pitchbook, how you can put your own together. And inside the marketing battle pack, which is also included in your complete sales strategy. Both programs available in the video description below. And if you're on mobile, you just click that little triangle on the lower right and it'll pop up the description. You'll see links to all that stuff. So the idea is to streamline and hold attention so you can be efficient in your sale, because time is money, and you don't want a sale to take two hours if it could take 40 minutes, because that means you could have signed up another customer. And by doing this, you will stand above apart from competitors, and you will win more business, I promise you. And what's crazy is that when you approach sales this way, by following this presentation, following this format, this video, I expect it to be longer. And guess what? I had my train of thoughts tracked out. Boom. We're in and out, what, five minutes or so right now. And we have covered a tremendous amount of ground that will help you make more sales when you follow the process. Now, the last piece of advice that I want to give you is this. When customers start to get on their heels and you sense it, right, they're backing off. They may not trust you, you need to read those cues and, and put on the, what I call them, the pitching brakes. Okay? Pump the pitching brakes. Step away from the selling side and shift to education. Like, Austin shared me explaining the process. All you need to do is step away from you. And the best way to explain that process, like what Austin did, and Austin's presentation was awesome by the way he put it together by watching that video that I told you to take a look at, is because the presentation is only, let's say, 20% about you. The other 80% is about the customer, what they are in for, what they need to know is going to happen. And the idea is to say, this is how it's going to work. You use anyone. You've heard me say that line. With an insurance claim, you can choose anyone to do the work. The price can be the same. Now, I do hope it's me. But when you say that, their guard is down. And I watched. I ran a lead with a guy not long ago, and I sensed that the homeowner was pumping the brakes. They're like, whoa, whoa, you're pitching. You're too much. So I said, listen, the guy's name is Jerry. Jerry, you're a smart guy. I'm just going to tell you how this whole process goes, because chances are it's not like anything you've experienced before. But let me ask you, have you been through this process? And he says, no, I haven't. But I've been in insurance, and I know my agent, this and that. And I said, gary, here's the deal. This process. And then I explained what to expect. I said, you're going to talk to the people, I'm sure of it. This is what they will likely say. This is what will happen. This is what you should look out for. This is how it works with the insurance. And here is how I can help in why you should choose. And when you approach the sale, 80% about the customer and the experience, 20% about you, it will naturally lead them to saying, hey, this was really helpful. This was super helpful. I should choose you because you just were here to help me of value. And when you lead with value, you will win more business. So that's all I've got for this video. Now, the time here does not need to end. Definitely go take a look at my video on how to put together your very own pitchbook. And then if you want more information on how to pitch, I'm going to link a playlist right here at the end of the video to help you with your pitching. You can watch all my top videos on acing your pitch, the slap formula, my one liner to get more inspections on the roof and they will help you with this presentation to close more sales because that's what we're here to do anyway right now if you're new here, jump on into the description. Click that little button. The top link says free training. You click that, you're going to get access to all of my videos. All I said 120 plus. It's probably more like 140 now and they're organized by category. I'm going to send you an email a link to that. So if you're out in the field and you need some help canvassing, pitching, overcoming objections using contingency agreement, using direct mail, you just click on that section. You have all the videos right there at your fingertips to help you make more sales. Thanks for joining me and check it out. Here's that playlist on pitching and I will see you on the next video.