Sales Skills DON’T Make You As Much Money As This

Sales skills are not the number one skill that makes you a bunch of money in roofing sales. This may come as a surprise to you, but I'm going to back it up in this video to help you. Whether you're brand new in this business, whether you're a seasoned veteran, whether you're a sales manager running a team or an owner in charge of your entire company, this video is going to help you get the highest performance from yourself or your team so everybody can smash their income goal and give every customer an amazing experience. Now let's get started. Hey, welcome or welcome back. Adam Bensman here. And listen, I just finished a six month tour. Week after week traveling all across the United States, training thousands and thousands of roofing contractors. And after lunch I generally open up with a question and answer. And people kept asking me this one question, Adam, how do I become a top earner in roofing sales? So I started to share what I discovered and many people were surprised because they thought that I'd get really tactical into like great salespeople, overcome objections like this, present like this, they close like this. But that wasn't the answer. And the reason I gave that answer is after training tens of thousands of roofing sales reps and interacting with many, being behind the scenes, being in their offices, I've found that sometimes the top earners at the company, I'd give them like a C plus to a B minus on their actual sales skills. Meanwhile, the other folks that may understand the philosophy, they may do great in role play, they might score an A or even an A plus in their sales skills, but they lack this other skill. And that's why the guy that's at a C plus or a B minus in his sales skill is at the top of the leaderboard and making the most amount of money. And that skillset, my friend, is very simple. It is work ethic. Now I know many people would probably rank the following like mindset number one, sales skills number two to and then work ethic. But I actually believe it's the inverse. The work ethic, the skills and then the mindset. And you might challenge me, you might disagree, and in fact I invite you to disagree with me. Share your thoughts in the comments below. But let me explain why I believe this. Here's why. Because roofing sales is wildly simple, but it is not easy. Simple but not easy. These are very different in my sales system. For example, I can get you or your team trained up in a lightning fast nine and a half hours. Why? Because my job is to get Your sales team, battle ready. Think of it like boot camp. I can put a rifle in anyone's hand, get them trained up enough where they can go to the battlefield and know what they need to know. Again, they are battle ready. Now, once they're battle ready and in there, all of the promotions and advancements that they're going to have as a soldier in this example, they will come through direct real world experience and training on the job. But I have to go from zero to here first. This is the foundation and that's what I give in my sales system is the fastest way to develop an incredibly powerful foundation. Now don't let it fool you that just because it's a foundation or fast or simple, that it is not wildly effective. What it creates is the right work ethic in the right environment. So I'm going to break this down a little bit for you. Now, there was a gentleman that went through Eric, by the way, he put a sales rep through training and on day one, he signed eight deals. Okay, why? Because he developed the right systems to follow with the right work ethic. Whereas many people think, hey, which I do, like I have a bookcase full of books. There's another one over here that are on sales and on marketing and on communication and psychology and negotiation and all these different skill sets. But at the end of the day, in order to be successful in roofing sales, I need a strong foundation of, of what to do each and every day. Think of it like a weight loss plan. Now, anyone I think you'd agree with this could lose weight with very rare exception due to medical concerns or medical conditions that if you restrict your calories and you burn more calories than you consume by way of either working out or see your calorie restriction, you lose weight. Like it's literally science. And roofing sales is the same way. If you follow the right plan, even if you're not great at sales, you, you can be incredibly successful. And I'll give you another example. If I never lifted weights in my entire life and I started lifting weights while I was restricting my calories, I would get fit and I would get strong. Now, am I necessarily going to be the next bodybuilder? No. But I can go from an everyday person to an incredibly chiseled body. Even if I've never lifted a weight before, it doesn't necessarily mean I even have the best form or I'm doing everything to the best degree possible. But the system is there for that person to follow. And if they follow the system, they get the results. And then once they get the results, they can then fine tune it, which is what we do, by the way, in the Roofing and Solar Reform alliance working together in the trenches. So work ethic is the most important thing. Let me break this down even more. You can have the greatest salesperson in the world, but if they don't go out and knock doors every day, or by the way, if they're getting fed appointments, if you're a retail company, if they're not following the right steps in the home, if they're not following the process for setting appointments at the end of the deal that didn't close, so now they're not following up again. If they're doing these right activities and have a relentless work ethic, that work ethic can cloud out the poor sales skills. Meaning if you're talking to more people, putting in more phone calls, asking for more referrals, and you're not great at sales, you're gonna outperform the person over here who is good at sales but not doing the activities. Likewise, they'd be like the expert personal trainer who went to school, knows everything, but he or she is not in the gym doing the work. All right, the amateur is going to outperform them. Now in sales work ethic, if you're out there doing it, you can outperform everybody else. What you need is a strong foundation to know the systems to follow. How well you follow those systems again becomes fine tuned with practice. Now, mindset, I know many people would say, hey, mindset's at the top. Mindset is linked to work ethic. Totally agree with that. And there is a, I guess that's kind of a chicken or the egg thing. Did the work ethic come first? The mindset come first. But to me, in order to be successful, we have to have the right work ethic in place following the right system, sales with the right mindset to carry us through when things don't go as planned. And if you haven't done it yet, this book right here is about the mindset that you need to survive in roofing sales. It's called the Roofing Sales Survival Guide. How to Beat the Odds, Overcome Yourself and Win Big. So my closing remarks are this. If you're using my sales system, for example, or any sales system, my sales system will get you trained in nine and a half hours. You'll get the foundation you need. You now have a sales system. I teach you step by step what to do, what to say every step of the way, including checklists. Do this, say this, send this letter and I give you absolutely everything. And then if you have the work ethic to bring it into play and you follow, you have the right mindset and know what you're going to get yourself into, you will be wildly successful in this business even if you're not great at sales, but you're good enough at sales. Now, a quick message here to owners and managers and sales reps. This will apply to you in some respect too. See, in my system I have a section called the sales leadership training. And as a sales leader, when I'm coaching people, because leadership is coaching at an individual level from a sales role, I need to pinpoint exactly what each salesperson needs in order to grow and thrive. Because just like general coaching, we're going to practice closing, we're going to practice door knocking, we're going to practice this. It doesn't work. Every single person's at a different stage in their journey. But the number one thing you'll notice when you go through my sales leadership training is are you on track to hit your goals? Yes or no? If the answer is no, the very first question I ask is are you doing the work? Are you following the plan? And if the answer is no, they're not following the plan, then you have absolutely no need to coach them on anything else because they're not following the plan. This again goes back to work ethic, carries more weight than absolutely anything else and and is why you can pretty much suck at selling. But as long as you do the right thing every day and you have a relentless work ethic, you can be wildly successful and smash your goals. Now, if you'd like to join me on this journey, I have two paths forward for you. Path number one, jump inside my free training center right now, there's binge worthy content for the new salesperson, the seasoned salesperson, the owner, the manager, or if you want to take the next step and join me in the trenches to get trained up on my entire sales system for your entire team and then work on all the refining components through live interactive sessions right here in my studio through this microphone, you'll be on this computer interacting and engaging with us, doing role play, asking questions and getting them answered. Then click the link below to learn more about becoming a member of the Roofing and Solar Reform Alliance. Hey, thanks for joining me in this video. Listen, hang with me here because I'm going to jump into another video right after this that I think is going to be really, really helpful for you when it comes to your mindset in roofing sales to help you get through anything. I'll see you on the next one.