If You’re NOT Closing Sales, You’re Failing at These 2 Things

If you're not closing sales, you're failing at these two things. I'm about to share with you how to fix that very easily and very quickly so you can start closing even more. Now, the reality is whether you're selling storm damage roofs or retail roofs, when you get to the end of an appointment, assuming someone will hear you out after it's an inbound lead or an inspection, you'll often hear what I call end of appointment objections. Things like, we have to think about it, the damage doesn't look like it's that bad. We want to wait and see what the insurance company says first or we want to wait till we get other estimates or you're too expensive. Sound familiar? Well, in this video, I'm going to share with you the root cause of those objections so you can do an incredible job presenting. Hopefully they don't even come up, but if they do, you don't get stuck, I don't know, stuck in the weeds trying to address what they're saying because you know deep down what they actually mean, even if they're not aware of it. So stick around all the way through this video to learn these two things so you can start closing even more sales. Hey, before we get started, welcome or welcome back. Adam Bensman here and everything that I do here on my channel is designed to help you and your team outsell, outgrow and out compete the rest so we can stomp the scum out. 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. Alright, listen, there's two main categories and I see salespeople fail at this time and time again you might ask, well, Adam, how do you know this stuff works? Here's the deal. I have been in the storm restoration industry since 2011. I know there's people that have been doing it a lot longer than me, but in that time I've trained tens of thousands of salespeople. No, that's not just on YouTube. That's people that were putting through my sales training system, speaking on stages all across the United States, being in offices, running sales permits. Let's face it, I look like I'm 12 years old if I shave my beard. So I've been able to be in the house as the little helper as I'm training teams and homeowners have no idea. I have more insights into the sales process than most people in this industry. So what I want to share with you are those insights because so many people get again stuck with. They say this, you say that, and it's this word for word battle which I watch fail time and time again because people are missing the point and they turn into robots. So the first reason that you're losing sales is because you didn't create a strong enough need. And I would write that down. Write that down. You didn't create a strong enough need. Now, what do I mean by this? If a homeowner says, hey, the damage doesn't look like it's that bad, or in the retail world, we want to wait until next year, get another year, two years out of our roof. That means that you objectively failed to create a need for them to replace the roof. Because the truth is that people only buy things that they want or need. And sadly, well, not really sadly, but no one wants to spend their hard earned money on a roof. It's not sexy. There's no instant gratification. So if there's not a strong enough need, they put it off. So the next category of the need is when you hear things like, we loved you, but we went with the other guy. And that is because you failed to create a strong enough need for them to choose you to solve their problem. So the need category falls into two buckets. A need for the roof and a need for the service provider to install it, which is you. Your job in the sales appointment is to understand this so you can help homeowners take ownership of their problem. In fact, I'm going to link to a video at the very end of this because one of the big mistakes that people do is they start telling homeowners the roof is damaged and they're the I sell roofs guy. Because all of our logos say the same thing. We show up at the house offering a free estimate or a free inspection and we say, well, gee golly, your roof is damaged. But good news is you can buy a new one today from me, and it just doesn't go well. So what we need to do instead is to get our homeowners to take ownership of, of the problem. We can do that by stopping, telling them that the roof is damaged and getting them to tell us the roof is damaged. So again, I'll link to that video at the end so you can dive into how to do that. Now, the next category that is costing you sales is money. And for many people in the storm restoration world, especially in our changing times, as deductible rates go up, homeowners out of pocket, expenses increase and ACV policies and roof payment schedules, or rps become more common. Homeowners are dragging their feet, and rightly so, because there's a larger financial responsibility. And if you're in the retail world, you're likely experiencing the rising interest rates, rising price of material, and consumer spending peeling back. So for many, it's costing them business and they're finding that homeowners a little bit more timid and want to put this stuff off. Now, our job is to make the money make sense, and this can often be counterintuitive. So I want to share this in a story so it makes sense. It's a true story. By the way, I have a family friend who they're in their late 40s, don't have great credit and are struggling a lot financially and they just got a new job and the commute was about an hour each way. Sadly, the transmission in their Dodge Caravan went out the week before the job started. What this meant is that the transmission was more expensive. It was an old vehicle. It was more expensive to fix than a vehicle was worth. So they decided to get a new vehicle. So they say, hey, well, I don't have a bunch of money, $20,000 in my max budget. I start using for shopping for used cars. Because, I mean, let me just ask you, if you were tight on cash, would you shop new or used? Used. Right. Because it's just cheaper. So she goes shopping for a used car. She finds one, the Ford dealership, and she sits down with the financing guy and they show her what the monthly investments will look like. But because she has not so great credit, and because it's a used vehicle, so credit's even higher, her monthly payment was completely out of reach. So what she ended up having to do was get creative. But thankfully, the salesman, who was really smart, by the way, said, hey, you know what? If you end up in a brand new vehicle, I can get you into Ford credit, which was much less. Now, I know that this will up your budget, but monthly it's actually going to be cheaper. So what he ended up doing is he walked her over to a $30,000 brand new SUV, Ford SUV. And guess what she's driving now. A vehicle that was $30,000, which let me just like break this down, her budget was 20,000, she spent 30. So by the way, if you're new here, you'll learn I'm terrible at math, so correct me in the comments below. That's 50% more expensive, is it not? Now imagine you going into a homeowner's house and selling something that's 50% more expensive because you made the money make sense, because how that homeowner chose to pay for it by way of, let's say financing, it becomes a no brainer. So if you are someone who is struggling because you're more expensive than the next guy and you're trying to justify your price, you need to stop doing that and focus on making the money make sense. If you're looking for help on financing, there are resources out there. By the way, I have to do a quick shout out to Christopher Scoville. He is phenomenal. He actually just built a training for us inside the Roofing and Solar Reform Alliance. He's come in as a guest as well, one of many that we bring in. And when you learn how to present offers to your homeowners, including roof with solar sales system, which is something that we teach you to do in Roofing and Solar Reform alliance, you're going to find. Sorry, I thought that was a snake hiding in the grass there. You're going to find that you can sit with a homeowner. And when you take the time to present the right way, even though something's more expensive, when you show them how it is more cost effective starting today, because that's what they care about, you end up winning the deal. So your key takeaways from this video are two things. One, you need to create a strong need, a legitimate need for homeowners to take action to get their roof done or to file a claim now and not wait. How do we do that? By getting them to take ownership of the problem. Two, you need to position you as the expert so they need you to guide them through it, not the next person. And the last thing you need to do is make the money make sense. Now, there's an entire art to this. It's something that I've covered in great detail in our live interactive sessions inside the Roofing and Solar Reform Alliance. So if you're someone that might want to join us in the trenches, myself and Daeshaun Bryant, John Cnak, Jim Aleena, Cody Lanos, click the link in the description to learn more or apply to join. Otherwise, I want you to jump right into this video so you can learn how to get the homeowner to take ownership of their problem. And you, my friend, create a strong need, start winning more deals. We'll see you in the next one.