Is a Visual Sales Presentation Needed? Yes or No

Sales presentations, yes or no? This is another Versus series to share my insights and my opinion on whether or not you should or need to be using a sales presentation. What do I mean by a presentation? I'm talking about a deck, a pitch deck, a virtual presentation, a three ring binder, any sort of visual aid that you're going through a series of visual steps inside the home. This is also a little bit of a debated topic in my opinion is probably not as popular as most, but I've found it it to be incredibly effective. So in this video I'm going to be covering the pros and cons of the sales presentation, who should be using one and who may not need to and then how and most importantly, how you can increase your close rate whether or not you use one. Because, well, we'll get there. Welcome or welcome back. My name is Adam Bensman, the roof strategist and everything I do here on the YouTube channel and the podcast designed to help you smash your income goals and give every customer an amazing experience. Now I gotta say, when it comes down to smashing your income goals, I added in the give every customer an amazing experience because that's the kind of folks who are into my stuff is they're saying, hey, I really want to do right by people and if that's you, you're in good company here. And if it's not you, you probably don't want to follow along any further because that's such an important part of what we do that it's not just a cash grab opportunity, it's about truly bringing our heart and service into the experience that we give our and it's how we end up generating referrals, going to bed every night and feeling good about how we do business. And frankly, whether or not you use a sales presentation can make a big difference on your customer's experience. And if we create that amazing experience right of the gate, we have a tendency to close more sales. So hey, if you haven't done it, I do have one free offer for you. It's my pitch like a pro roofing sales training video library. So you may or may not know this, but I've probably done about 270 videos and they can be tough to navigate here on YouTube so I put them into this library for you. Organized by category. It's being used by individual reps and teams by the way, owners are using it as part of their training or tool to help get their their new hires or even seasoned reps ramped up so you can get a free copy over at theroofstrategist.com or click the card right here. There's a link in the description as well if you happen to be out and about. So without further ado, let's get back to today's topic and dive in into the nitty gritty details of the sales presentation. Yes or no? Now I want to go through some things and just kind of hit high level why people say Y, why people say no people say yes. You need a sales presentation because it differentiates you, which I agree with by the way because it gives you a series of talking points to follow for consistency for the homeowner. Totally agree with this by the way and it is a great training tool. Agree with this one as well. And most importantly it keeps the homeowners attention reeled in and focused on what you need to hit. And most importantly it helps you hit the right information in the right order. All of which I 100% agree with. And here's some counterpoints. People don't use them at times because they can feel salesy. It feels like a sales presentation in the home. The retail driven companies are often using them. But funny enough, I do want to share a little bit of a story for you. I have a company inside the pitchforward movement with a gentleman who's 21 years old in his very first year of roofing sales selling retail who is not using a presentation yet he is following my car park closing formula. He's at a 76% close rate on retail at 21 years old and in his first season. Likewise, we had a check in inside the pitch per movement on one of our calls where we share our wins and the owner of the company maintained a 100% close rate for that week and he brought in $200,000 also retail sales. Now I don't claim that that 100% is sustainable. Anyone that says that is lying through their teeth. It's sales, it's not sustainable. My point in sharing that was both of those folks were not using a presentation. So some people there's the right way, better way quoted debated topic in the industry. But what I really want you to think about is the feeling that you want to have on your customers. Because I say any sales system it can be good so long as it's easy to follow, can aligns with your values and the company values easy to follow and produces results. Now this part about aligning with your values and the company values includes how you want your customers to feel through the interaction. And there was a time that I Didn't really feel super great going through this deck because I felt at times inauthentic and that I was going through a sales experience versus learning the formula to follow, which I teach. That car park formula, I did an intro video on that here on YouTube and I'm going to put a link to that video at the end so you can jump right into that one from here. Now, the reason I say this is a lot of folks are drawn into the roofing industry who are good with people. They have a big heart, they're good conversationalists, but they struggle in finding a way to channel this natural good with people skills into a way that brings deals home. So they struggle, but they're like, I really, I'm having fun. I'm a good conversation conversationalist, but I can't bring the deal home. So they end up relying on a presentation. And here's the pitfall. The number one pitfall of a sales presentation is it only covers the presentation. The part that's missing is everything leading up to that presentation, which if you were at roofing process conference, you saw my presentation on the nine fast fixes to close even more without changing much else. And I highlighted these key mistakes that I've witnessed in the home sales reps making before they even get to presenting, which basically sets them up for failure. So the reason that a sales presentation isn't the only answer is because it only covers this amount. It doesn't cover leading up to that. And frankly, this first part, which in the car park, Connect, Assess, report, present, Ask, referrals and kickstart, those are the key memory triggers. So you can follow that formula. Now you'll notice present is in the middle. Connect, Assess, report. All of this builds up to the presentation and so many people and I witnessed this in in Austin, Texas. I was running a sales appointment with a sales rep and he had his iPad. It was really professional. And we sit down with the homeowner and he nailed every single point. He hit it perfectly. The presentation looked beautiful. He did not get that deal. And I know why. Because all of the points leading up to and thereafter were botched. The reason that I teach the car park formula is because regardless of tools, regardless of technology, regardless of age or experience, you're able to channel your natural good with people skills into a formula to follow where you're hitting the right pieces in the right order and doing the right thing to get the sale. Now, a presentation can supercharge that. All right, the folks that I that are using my all in one Sales training, sales strategy and sales system. Some are using a presentation, many are not. Again, it doesn't quite matter. However, if you want to use it, I do think it can supercharge it. And I would recommend in the P present I teach an eight part presentation. The deck should coincide or the sales. When I say deck, I mean like your visual aids. Whether it's a three ring binder, whether you're using a tool like an online tool. And I'm not going to name companies, there's a lot of really good ones out there by the way. You know who they are, go find them. There's even new emerging ways to create these visual aids. Some people do their own. They do a PowerPoint, they use other apps or resources for e signing. Some CRMs offer it. My point is that should be a tool but not the sole reliance. So here's my summary. There are folks who use presentations who I've watched with a very poor close rate or make mistakes. There's folks that are not using them with a very high close rate. So my main takeaway is this. I personally believe that the car park formula is the most effective way to run that sales point, start to finish. If you like my style, there are other ways that work. I will not discount that. What I will tell you is I have found that by plugging the holes in these critical mistakes that happen in the home and the presentation is only a small factor of what will make or break the close. It is in my opinion that learning that right formula is the most important piece and that your presentation becomes a visual aid. And I will go so far as to say if you're training a team or if you're new, this presentation is a phenomenal tool to hold the attention of your homeowner on, literally on paper and drawing them back in whether or. Excuse me, to keep them on track and to keep you on track as those visual aids. And as a last note, whether you use mine or you want to create your own, what I do provide with my closing strategy is a printable cheat sheet that can be brought inside the home. And I call it the car park reference sheet. It's cryptic on purpose, so that way if a homeowner sees it, they're not feeling like, oh, he's just here to sell me. But it reminds you of those key talking points to hit in the right order. So you're welcome to grab that in the all in one sales training, sales strategy and sales system. I call it the Roofing Sales success formula. And you'll get access to my closing strategy in there. You can use mine or just create your own. As long as you know it works and it's proven. Create it, bring it into the house. It's a really good tool for you to follow. Now I did promise that I would link to that car park video to give you an intro. It's a bit of a longer video, it's about half hour, but I highly, highly recommend that you jump in. So if you have any questions for me about products and programs, you can reach my team and potentially set up a call with me if we need to chat. Three things. My office number 303 and this is for product and program questions only. No, this does not ring to me. It's going to ring to the office and we'll be able to help you out, answer your questions and get a call set up. There's links in the video and podcast description to that all in one Sales training, sales strategy and sales system covering everything from knock to close for you or your team in a lightning fast nine and a half hours. Thanks for joining me today. And remember, sales presentation or not, your key takeaway, you need to either follow my car park system or your own to hit the right talking points in the right order. Rely on the visual aid to help keep you focused and your homeowners focused and use anything at your disposal. Whether it's a three ring binder, a really cool visual stunning piece, or simply a couple pieces of paper. Anything can be better than nothing. That's all I got for you today. Agree or disagree? Drop a comment, let me know. Let's lead a rich discussion. And as always, remember, if it ain't broke, don't fix it, but always strive to improve. Now let's wrap things up. If you haven't yet done it, click subscribe to the channel, give it a thumbs up and I'm going to link to this video right here for you to jump in and learn the introduction of my car park closing formula and I'll see you in the next one.