STOP Pussyfooting Around Objections! Top Closers Do This Instead

Objection handling should not be reactive and it should not be responsive. And in fact, rebuttals, which are what I call right hooks, really shouldn't be something you need to rely on. When we understand a psychology of objections, we can overcome them proactively instead of reactively. So what I'm about to share with you is a story, a true story of how I helped a company make millions and millions and millions of dollars with the easiest little tweaks that will teach you a very powerful lesson in objection handling. So what you're about to watch is a story that I shared at the members only event for the Roofing and Solar Reform Alliance. And you, my friend, are going to get a sneak peek of what that was like. If you're someone who might want to join us on our mission to outsell, outcompete and outgrow the rest as we stomp the scum out. And if you think you're one of us, then click the link in the description or text the word demo to 303-222-7133 and I will pop over our membership guide to prepare you for for your personal tour. Now, without further ado, let's jump into the video. And again, thanks for joining me here. Adam Bensman, founder of the Roofing and Solar Reform alliance, also known as the Roof strategist from all the time here. And I cannot wait to get into this video. But wait, wait, wait. Stick around to the end because after I share this story with you, I've got some action items waiting at the end to help you put this into practice so you can start closing even more deals. Now I want to give you a story, a true story of something that I did during one of my breaks in roofing sales. I got burned enough by enough companies, so I took a break for a bit. Most of you guys know this and I stayed as a direct sales consultant and copyright. Basically, I was a sales hitman for hire. So my job was to help companies that sold higher ticket services make money. Okay? When I got involved with them as a sales consultant, if you don't help people make money, you don't get paid. So what I do is I say, how can I make people a lot of money really fast so I can keep my job? So what I did, this law firm that I worked with, which there's some parallel here, some of you, I see some of your faces who've heard this story, who thinks personal injury lawyers are a bunch of skeezers, raise your hand. Right? Personal injury lawyers. Now who here Thinks most homeowners think roofers are a bunch of skeezers. Oh, there's some similarities here. For many of us, we work on the same process as a lawyer does, don't we? It's a contingency agreement. So we see a lot of these similarities happening. I get involved with this law firm, and their mission was to increase their close rates. This food delivery. Cody, did you take tips? My mission was to help them increase their close rate. That's what I was hired to do. These guys were paying me a lot of money. They said, we have people calling us. Phone calls are a few hundred dollars a piece. We need to sign more deals on the phone. These are said have been injured. They're in a bad spot. We get an E signature. First thing I do is I start auditing their calls. At the end of the call, 30, 45 minutes in, the same objections would come up. How much is this going to cost me? So I want to ask you guys this. What do you think that person, they call them PNCs, potential new clients. We're thinking about for the first 35 to 40 minutes of the call. How much is this going to cost me? For those of you that have done this exercise, join me again. For those that haven't, this will be brand new. Close your eyes for a minute. I want to bring you back to high school because you're a roofer now. So that tells me you struggled in school. Think of the school, the class that you struggled the most with. For me, it was math. I was in the same class four years in a row. I want you to think of a time that you got stuck, and you're like, what the hell is my teacher talking about? It's math, history, or science, most likely. And you raised your hand, but your teacher kept on instructing because the rest of the class was not as special as you were. Five minutes goes by, and the teacher then calls on you. You raise your hand, she says, hey, what's the issue? Now open your eyes for a minute. You raised your hand here. All this time goes on. Teacher calls on you here. Did you retain any of this? No. Which means if the prospect has a question, they are not paying attention. There was a theme that this came up at 30 to 45 minutes, like clockwork. So I said, okay, I need to help these guys make some money. Let's just do one adjustment, one thing, and we're going to do a standard introduction. I'm still under an NDA, so that's why I'm blurring things out. Says, hey, I trained the whole intake team to say this, by the way. The benchmark close rate was 76%. 76% introduction changes. And it says, thank you for calling so and so law firm. Before we get started, I just want you to know this is a 100% free consultation and there are absolutely no fees unless we take your case and win. Does that make sense? And they said what? Yeah. What happened to the close rate? How high do you think? What percent? 76%. 76% was the original? Yeah, it went up to 90 to 100% week over week. Documented in Needls, which is the industry leading software audited by a team of three people and one high dollar outside consultant. Pretty wild, isn't it? So there's some takeaways here. The takeaways is that we must know what objections come up from our prospects and in what order and answer them either before they can think of it or right at the exact time that they would ask us. So if you've sold roofs for more than a day, and if you've been selling this for weeks, months or years, or even decades, you have enough experience to know when customers ask certain questions. So your mission in your homework assignment that I gave you at the very beginning is to make note of all the top questions or objections that you get. And they're gonna vary region to region. If you're selling storm damage claims or hail claims in Dallas, it's gonna be very different than if you're selling retail roofs in Seattle, Washington. So identify what objections you face the most and plug into your presentation. Process the answers proactively before that customer can ask it or at the exact moment that it typically comes up. When you do this, you're going to build a tremendous amount of trust. You're going to be holding your prospects attention and you're going to be squashing the objections before they even arrive. Because remember, in sales, it's less about convincing someone to do business with you, it is more about giving them all the reasons and squashing all the reasons that they shouldn't do business with you. And that, my friend, is the art of proactive objection handling. Now I hope this video was helpful and I hope it helps you close even more deals now. Thanks for hanging with me. Just because our time here is about to wrap up doesn't mean your and my time has to. So if you haven't yet done it, jump into my free training center right here. I have an entire section in there dedicated to objections or hang with me here on YouTube. Jump into this video. I think you're going to love it.