Adam Bensman teaches roofing salespeople how to respond when homeowners say they already chose a roofer. His three-line approach thanks them for their time, acknowledges the chaos of multiple contractors, then asks how they made their choice. The goal is to figure out if they're just being polite or if the decision is final.
We already chose a roofer in this video. I'm going to teach you how to overcome that objection right there on the spot. But before I get into it, I need to cover some groundwork. Because if someone already has a roofer, I have absolutely zero tolerance for snaking that job or walking other people's yard signs. What I'm about to teach you is designed to sniff out whether this objection is a smoke screen or legitimate. So a smoke screen is a common way for homeowners to politely reject you because they're tired of roofers at their door. They're tired of saying things like, I'm not interested or go away. So they just try to give you again. It's called the smokescreens. It's not real. A way of saying, hey, I already chose someone. There's no reason for you to be talking to me. Good luck. Go on to the next one. Now, our job in sales is to learn how to lean into that objection to identify, is it a smokescreen or did they in fact choose a roofer? This three simple line process can help you turn rejection into a closed deal just like that. By building trust and having an authentic conversation with homeowners. I can't wait to get into it. But before we do, welcome or welcome back. My name is Adam Bensman and I help great roofing companies make an even bigger impact together. This topic came up in a recent discussion we had. I can't wait to share the answers with you. Now, let's get started. Roofing sales is personal development in disguise and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. All right, what I'm about to share with you is a three line pitch. It's super simple. I want you to write this down because you can start using it right away. Stick around all the way through this video because I'm gonna share the psychology of each one of these sentences so you understand why it works. Now, the why or the philosophy behind it is it will empower you to put in your own twist and your own flair. If you're new to the chann, welcome and you'll learn very quickly that I am pretty anti word for word pitch. To me they come across rather robotic and people have a hard time just like word vomiting the same thing that their training manager told them to say. Which is why I teach formulas and processes that empower you to be your own self as you communicate with homeowners at the door. This is a great way to foster genuine, authentic Connection. All right, so let's begin. So scenario homeowner says, hey, we already chose a roofer. First thing I'm going to say is this. Thank you for being so courteous and chatting with me. Okay, thank you for being so courteous and chatting with me. Next sentence is very simple. All right? It must be so overwhelming with all of the roofers running around. And the third thing is, would you help me understand how you chose the roofer you did when there's so many options? All right, now I'm going to stitch it together, then we're going to break it down. Hey, Mr. Homeowner, thank you for being courteous and talking with me. I'm sure it's been super overwhelming with all these roofers running around. Would you help me understand how you chose the roofer you chose when there's so many options? All right, step one. Thank you for being courteous and chatting with me. Now, in sales, there's a principle of persuasion known as consistency. So someone that does a nice thing for you is more likely to continually do nice things for you. They're also inclined to behave in a consistent way. So I'll give you an example. Like, I was out driving in the mountains. We were out in the middle of nowhere, by the way, my wife and I see a guy on the side of the road with flat tire. He didn't have a spare, and his sealant in his tire repair kit wasn't working. So I pulled up and I had a tire patch kit or a tire plug kit. So I plug a tire, I get everything pumped back up, and I put my kit back in my truck. And then as we're about to leave, I see his tire gets flat again. Well, I'd already done a favor for. So you think I'm going to leave him there? No. So I got my tire kit back out, and I ended up finding the next hole, plugged that one, pumped it back up, put my tire kit away, and then waited. And I was like, okay, so now I did favor one. I did favor two, and then favor three was, hey, why don't I drive behind you? That way if you end up, we're going to make sure you get out. If anything comes up, I will be able to help. So this is, again, consistency. I already did one favor. I'm more likely to keep doing another favor because people behave in a consistent way. So when I tell that homeowner, hey, thank you for being courteous and talking with me, what ends up happening is they say, oh, I was courteous, and talked to them, so I'm more likely to keep talking with them. All right? So it will reduce your likelihood of someone slamming the door in your face. All right, sentence number two. It must have been so overwhelming with all these roofers running around. This sentence is designed to connect with empathy because it likely has been. Imagine if you were at home and had a million people slamming on your door with the same pitch over and over and over again, some more aggressive than others, disrupting your day. Like it. It can be overwhelming. So when we connect and acknowledge other people's feelings, which, by the way, this ties in directly to my ARO objection handling formula, it connects in a way of saying, like, I care. I get what you're going through, and it really must be a zoo. So again, by connecting emotionally and having empathy, we create a bit of a. Of a relationship, even though it's just one little sentence. All right? And it disarms the homeowner. Now, the third line is, would you help me understand how you decided which roofer to choose when there were so many options? I'm asking for help. Would you help me? So remember in the very beginning, I said, hey, thank you for being so courteous and talking with me. Now, that consistency is there, right? So I'm going to say, hey, would you help me? So they were already courteous for talking to you. They're more likely to continue talking. So it's a very soft way to say, hey, would you help me understand how you made the decision you did with there's so many options. Now, at this point, this is where your answer will come. Whether it was a smoke screen and they didn't really choose anybody, or if they actually did. So they may go into this scenario of like, hey, you know what? We had a roofer from last time, blah, blah, blah. We called them back, or someone showed up, we really loved what they showed us, their credentials, yada, yada, and they're going to give you an answer that is quite legit. And if they didn't actually choose a roofer, they're likely going to either be caught on their heels or they're going to confess. And you'll know very clearly if it was a smoke screen. At that point, you just meet with them, be like, I see what you did there, and I don't blame you. You're probably totally overwhelmed. And then just slide into your pitch. Okay, so there's a really simple way in just three sentences that you can start using right now to identify whether you had a smokescreen or it was legit and if it was a smokescreen, you're in conversation and you can convert that opportunity into a signed deal. Pretty spectacular, isn't it? I want you to use this right now and share this video with your team. You're likely not the only one that's going through this. Hey, thanks for joining me in this video. And if you want more, jump into my free training center right now. It's available in the link, in the description, and then hop right into this very next video. I'm going to help you ace your pitch at the door. We'll see you soon, Sam.
