"I have to do more research" // LIVE Role Play

The objection. I have to do some more research. Let Matteo just do his thing. So, Matteo, you ready to rock? Yep.

Let's go.

Matteo. Hey, thanks for coming out, man. I like everything that you had to share with me. My wife and I, we just. We just want to do a little bit more research first.

Adam, I completely understand. You got to do some research. I would do it as well. Now, let me ask you a quick question. What would it be that you want to research?

Pause right there. Awesome work. Give him a round of applause, by the way, for the first person up here. Material. I'm going to hand you the mic, Mike, just so we can hear first. What did you do really well?

Acknowledge.

Yes. What else did you do really well?

Reassured.

This is your time.

And overcome.

Yes. What else?

Confidence.

Yes. What else?

Look like I'm looking at you. I'm looking at you in the eyes.

Good eye contact. Absolutely.

Yep.

What else?

I don't know.

Perfect. What would you do differently next time?

I don't know. You tell me.

Nope, that's not the game yet. What would you do differently next time?

Okay, y' all gotta help me out.

We'll get there. I want you to just think, like, try to picture yourself as if you're watching a movie. Okay. So you just see yourself from the outside. Looking back, you did a lot. Really well. If you were to be your own coach, what would you say? Hey, I would just change this little thing next time.

Maybe be more, like, towards you.

Like, okay, so body language shift.

Yes. Perfect body language.

Anything else? That's it. All right, team. What did he do? What could he. Let's focus first. What did he do? Really well.

I mean, he was confident.

Confident. Nailed it. What else?

He acknowledged the concerns of the homeowner.

He acknowledged the concerns of the homeowner. What else? Good body language. Followed the process. What else? One more time. Clearly spoke his answers in his rebuttal. Clearly spoke his answers. And he didn't skip a beat either, right? There was no. Yeah. He asked a question. And he asked a question. All right. What could he do different next time?

Build a little more value on the research.

Do a little more. Build a little more value on the research. How so?

Well, it's a big decision for you, sir. This is a big investment, if not the biggest investment. So, you know, I would like. You know, I'd like to ask you a question.

Yeah.

What research do you need to do?

Perfect. What else?

Give them options. Like, you can check out. Here's a link to our Google reviews. Our website is right Here.

Or you know, options before we get to options. Yeah, I would wait for them to respond a little bit first. What else from everybody, Josue? A little more empathy. So that's a great, great comment. It is very difficult to spend too much time reassuring. In all my time doing this, doing role play, I have never once told a salesperson to do less reassuring. Usually it's do more, do more. Because then you're like, yeah, totally get it. And if you, if you would think to them, why do they want to do research? Because they want to make a decision with the right contractor. They don't want to get conned, they don't want to be duped, they don't want to be featured in the news in the latest roofing scam. Right. What else could he do different? All right, that's a good spot for the team. Directed the research towards his company. Directed the research towards his company.

Almost.

I would wait on that.

I like that.

All right, so here's. I'm going to jump into mine. You got one?

Yeah, I got one.

Let's hear it.

Leave you with the right information.

Oh, perfect. So that's one thing you could have added. Absolutely.

I could have added that.

He said, so I can leave you with the right information which would again open up the truth. See your gate, so to speak. So all good feedback. This is the beauty of coaching yourself. When you do this exercise, you learn how to be your own coach. Now I'm gonna give you my feedback. First, you didn't skip a beat. It's frickin awesome. Second would only be nerves. Cause you're up here. Just be your normal self assertive in your voice. And the number one thing that I'd ask for you to. Excuse me. Let me focus still on what you did. Well, you didn't skip a beat. You followed the framework. You hit the formula. You frickin nailed it. You did an awesome job.

Thank you.

I'm digging for stuff, okay. But I wanna share with you how we can make it even more potent. The question that you ask at the end. There's one question that I recommend everybody write down. What's the most important? Use it for whatever you want. So someone says I have to do some research. What's the most important thing for you when it comes to choosing a contractor? That's it. I'm gonna skip the fluff. You're gonna do research. You're gonna go watch my YouTube videos. Go read my website. The about us section. Who cares? The research is usually just saying, trying to validate Are these people the right person for me, yes or no? So if I skip through that, say, hey, I understand. You got to do some research. What's the most important thing to you when it comes to selecting a roofing contractor?

That's a good one.

And then they're going to say the reviews. And then while I'm there is where we're going to come into what you said, which is just busting out. Hey, while we're here, here's the reviews you talked about, making sure we're rated. This is all public. This is on Google. I'll let you read through these. In fact, let's search by most recent so you can see recently who's written us reviews, and that would allow us to further the conversation. So the only adjustment I'd make. Excuse me. I just said only. And I'm gonna give you two. I love the idea of spending more time reassuring them. So thank you, whoever gave that feedback again. And then next would be just to change that question. What's the most important thing to you? Okay, and let's do round two, and then we're gonna repeat it. Rock and roll. Matteo, thank you so much, man. I really like everything that you shared, but it's a really big decision for us, and my wife and I just want to do a little bit of research first.

Adam, I completely understand you want to do a little bit more research. I will do it as well. Now, what is it that you're looking for at the moment of choosing a contractor? I want to know because I want to leave you with the right information.

Pause. Great job. What do you do?

Well, eye contact.

Eye contact.

Touch. Every single one of them. Aro.

Yep.

Went through it the whole time.

Perfect.

That's it.

Awesome. What can you do different next time?

A little bit more reassurance.

A little bit more reassurance. I love it. Would you guys agree? Did anyone else have different feedback? Let's go one more time. Spend more time reassuring. That's it.

Okay, cool. All right.

All right. Now we're go again. Hold the applause. Oh, we're just going to ride into it one sec.

One thing we can focus on is what's the most important thing to you so that the person feels like, you know, it's like, more personable or like you actually care about them.

So the feedback, just so everyone can hear, was that to ask the question, what's the most important thing to you? And I agree with that. And as a. As you guys begin doing this, you'll notice we gave that feedback before. And it's hard to track two things. So we peeled it out and that was by design. I do agree 100%. When we ask the question, what's the most important? It puts a lane on it. So that customer is now thinking in this channel, not what do you want to find out what's the most important thing? So they're looking for the one thing. If I said to you, what food do you like to eat? Most people will start with and then start listing the things. But if I said, what's your favorite food? That's down to one. And then you'd be like tacos. Because who's isn't. Thai food's a close second. But tacos are later. Alright, so we'll lay that in later. Just it's easier. Spend more time reassuring of why someone would want to do some homework.

Okay, cool. Sounds good.

All right, Matteo, thank you for coming out. We really like everything we saw. My wife and I just want to do a little bit more research.

Adam, I completely understand you want to do a little bit more research. I would do it as well myself. Now what I do want to. I do want to leave you with the right information. So let me ask you, who. What would it be? That thing that is going to make you go with the right. With the right contractor.

Pause. Did you guys see how fast he adjusted when we said that you can't pause? He was going down the wrong road. Course corrected and nailed it. You know what? What's the most important thing? And he course corrected. And being able to make those adjustments on the fly is what separates good people from great salespeople. So in the interest of having fun, we're gonna go one more time. Are you cool to keep rocking, rolling? Yeah.

Let's go.

Yeah. Because everyone's. Is everyone learning something?

I'm learning.

Yeah, we're all. We're all learning because it's a journey. But you'll notice. So this is repetition. What, four or five? Four. Imagine if he had four appointments that he ran. That could be in a week. If it was slow, could be in a day if you're quick. But that's a day lost. That's a week lost. And we're doing it now where there's no money on the line. All right, let's do it one more time. I'm going to pass you the mic just so everyone can hear. Okay. And remember to spend plenty of time reassuring. Why would someone want to do research.

Material? Warranties.

You want to make sure we're using the right material. The right warranty. You're going to be taken care of. Yeah. It's a reputable company. We're going to stand by.

So give them options.

Just tell them why they would do research. I would do research, too, because if it were me, I'd want to make sure I was choosing the right company, that they had really good reviews, that they were using good products, that they would actually stand behind their work, that they were insured. And they just list out why they would want to do research and what they might find. And then we can end with, so what's the most important thing to you when it comes to selecting a contractor? And then now they're just going to deliver that one piece.

Okay.

All right. Matteo, thanks again for coming out, man. Liked everything I saw, but my wife and I just want to do a little bit of research.

Adam, I completely understand you want to do a little bit more research. I just want to leave you with the right information, because if it was me, I would like a company that is going to stand for me 10 years from now. Okay, so what is it that you're looking for at the moment of choosing a contractor?

Pause. Give him a round of applause. Give him a round of applause. Keep that mic. Do you guys see that transformation in five repetitions? Who here, honestly, would just continue that conversation and share more? To get the real answer in your home, raise your hand. Yeah. So is that everybody? Now critique yourself. What do you do?

Well, eye contact.

Eye contact. Ro Aro. Nailed it.

That's it. Confidence.

Confidence. You spent more time doing what?

Reassurance.

Yes. How did that feel?

Feel good?

Because it bought you time to think too, didn't it?

Yeah.

Yeah. Buying, thinking time. Love it. What would you do different next time?

More confidence, more confidence. Yeah.

Which will come.

I feel nervous right now. Huh?

What will. What will make you feel more confident?

Practice.

Practice. Remember, role play is for you and your spouse or significant other or stranger. I don't care. But practice is what we do here. This is sales practice. Awesome work. My feedback, Aro. Awesome. Reassuring. Spending more time on that was fantastic. I love that you said, I can leave you with the right information. You reversed the order, but it still had the same effect of saying, I'm halfway out the door now what's important to you. And then it opens up the conversation for truth serum for them to share what's really going on in terms of what you could do better if you did that by yourself, even five, six, seven, eight times, it would be smooth as silk. So give Mateo a round of applause, everybody. Thank you.

Thank you. Great job.