The “Comfort Close” to Win More Roofing Sales With Just 3 Questions

This is my go to closing technique and closing process broken down into just three steps that I'm about to teach you right now. But first I want to air out why closing is such a big deal, especially in roofing sales. Well, the reality is, and this is a strong opinion, and you may disagree, but I believe that about 80% of roofing salespeople, based on my experience training tens of thousands, they don't ask for the business, they get to the end of the appointment and they shift in a nice guy mode and they're just afraid to be pushy or salesy or sleazy. And the reality is, is that salespeople struggle with two things. Some people say it's a fear of rejection. I really don't buy it. We get rejected all day, every day. What really is the issue is the internal battle that we face. Many people are afraid to ask for the business because they're afraid to come across as being salesy, as being sleazy, as being pushy or being high pressure. And because they're afraid of coming across this way, they don't ask for the business because they don't want people to perceive them like this. And then we feel like we're not being authentic to our true selves. So what I'm gonna teach you right now is a closing process. My closing process in three steps that will work for you if you're someone who is anti closing, afraid to ask for the business, or just quite frankly don't know how. But wait, wait, wait, one more thing. Cause I know in the comment section below I'm about to hear about an assumptive close or the close list. Close or techniques where we just guide the homeowner through the process and we never really ask for the business. And yes, those can be wildly effective programs. But I've found some pitfalls with that process. Pitfall number one is people don't always follow it. In fact, I trained a company with 50 sales reps and their sales training required nine tie down questions to warm up for the close nine of them. So when it came to training day, I said, hey guys, how do we ask for the business? Not one person on the team of 50 who'd by the way, gone through training with their core office, none of them knew how to ask for the business. And this is one of the problems with these processes. It's not that they're not effective, it's they don't get followed. My mantra in sales is simple gets followed, followed gets result. Repeat that. Simple gets followed, follow gets results. Now, the other thing that I want to share is that for many folks that learned powerful sales training and good closing techniques, they're good up until a point where they go in for the close. But then what happens is they, the homeowner kicks them off course and now they're going down this lane and boom, they're going off over here and they have no idea how to get back to close the deal. So what I'm going to teach you will work the first time you close. Whether it's storm, whether it's retail, it will work in a combination of closing techniques. And it'll work if you go for it once and it doesn't work and you got to come back and close the deal. It is stupid simple, and I hope you love it. And what you're about to watch is an excerpt of my live members only event, members of the Roofing and Solar Reform Alliance. So if you like what you see and you want to become one of us, or if you feel like you're one of us because you want to outsell, outgrow, and out compete the rest as we stomp the scum out, then click the link in the description to learn more or text demo to 303-222-7133. Now let's get into this video and you can learn my go to close in three simple steps. Let'. What does it take to make steak taste good? Heat, right? Like a filet mignon. Cody, you like filet? What's it take to make filet taste good? Cook it. What's it take to make wild boar taste good? How about this? Thank you. Eddie had it better. Nothing can make it taste good. Tilapia a lot, right? Like, how do I. Does any of you like, Man, I'm just craving some tilapia right now. Like, tilapia is nice if it doesn't taste like itself. Is that fair? That's. Any fish, though. Well, no, that's not true. I've got to take you out to some good places. We're going out, eat some mahi mahi, some Chilean sea bass. Come on, come on, come on. Tilapia requires a bunch of ingredients. Filet mignon requires. There are some closing techniques, which, by the way, we got a great list. Was this the one or no? We moved it over there. Where'd they go? They're over there, there and here. These are all fantastic. Closes. However, there's a problem that I just want to highlight for all of us. You guys may be on it, but we just need to be Aware of it and understand how this process works. When I ask for the business, if we end up getting derailed with questions or with a not yet and they're thinking about it, most people do what, leave the house so they learn the clothes. Like, well, I tried. I said, hey, you know which option's best for you? A check or direct deposit? Well, you know what, we need to think about it. And then they're like, yeah, what is it you need to think about? And then we go through conversation like, okay, cool. Well, I hope you guys have a good decision. Decision making process. See you later. Because guess what they couldn't do. Get back to do What? Close trial 2. Close trial 3. There's a fallacy in sales training. Close, hard close, early close often. Why? Because if you go in for the close when someone still has questions, unconscious or. Or conscious, you will not get the business period. Then, as Bear said yesterday, the difference between being pushy is when you're now focused on your best interest versus theirs. So they say, Whoa, whoa, whoa. No. You didn't even tell me how the process works. Oh, you guys good to move forward? Can we get this project started? No, no, no. What about, how are you guys protecting my house? Oh, I answered that. How about now? Now that again. That's pressure. That's pressure in a pushy sale. So again, most folks will use these. They don't get the yes right away because questions come up and they can't loop back to the. The clothes. So what I want to teach you is what I call the filet mignon close. Some of you guys have heard this before. This should be redundant for many, but repetition is powerful. Do you ever reread the same books? Which one? Do you ever reread the same books? Yeah, you see what he said that. Which one? Like that. Like it doesn't. Yes, I do. So as. Who was it over there you had met who had mentioned the clothes? Actually, Phil, I think it was you. I want to tee up the clothes because I do not ask for the business until all the questions have been cleared. Question 1. Do you have any questions for me? Oops, I just put have and any in one word. Do you have any questions for me? I always ask this first. Hey, do you have any questions for me so far? Because if they do have questions and I go in for the close, I'm getting rejected, period. Number two. Does this all make sense? Does this all make sense now? Some people, after you hit them with the whatever, whatever. Before. Before. Okay, so before we go for a close this is before we go for a close, okay? Always, always, always. This is a T up to the close. Do you have any questions? So for you guys that are porch lighting, I would do these before you Porch light. Do you have any questions for me? Great. Does all this make sense? Excellent. Listen, I'm gonna go set my bag in the truck, rearrange some things. I got to return a call. I'm going to give you some time to think about what you guys want to do together, okay? Give you some privacy. I'll be back in five minutes. And again, I've cleared those because, like Bear said, you don't want them talking about the project and the intricate details. You want to talk about decision. All right? So, hey, do you have any questions for me? Does this all make sense? Now I want to show you the inflection I use. Goes like this. Hey, Mr. Homeowner, do you have any questions for me so far? No. Excellent. Listen, I know we covered a lot. Does this all make sense? Yes. Here's the couple things that I want to address head on. Some of the concerns that you might have by saying this. Some people will tell me, adam, if I say, does this all make sense? You're being condescending to them. Trainers taught me. Did I do a good job presenting to you? What did Bear just say? Who do people care about, themselves or you? Themselves. They don't give a about me. Did I do a good job? Who's going to tell a salesperson? Honestly? No, you sucked. I can't wait to leave. No, you did a great job. Hurry on out. And then some people are like, hey, you're condescending. How am I condescending? Tonalities tell you why I can change the language, the meaning of the words. Oh, yeah. With tonality to mean three things. Who's seen this before? Anybody? Yeah. Those of you that have seen this, I'm sorry in advance. Oh, yeah. This is one of agreement. You guys agree? Okay. Oh, yeah. I'm, like, fired up. We're celebrating. That's a different meaning, isn't it? And then there's this one. Oh, yeah, I'm having sex. Yeah, Same words. Guys. The tonality is everything. Yeah, take it back. I haven't heard that. Yeah, that's good. My point is that how we say. What we say is more important than what we say. Okay? So again, do you have any questions for me so far? Does all this make sense? Yes. Those are cleared. Use any clothes you want. But I'll teach you a really simple one for those of you in the room that are new. Great. Are you comfortable moving forward? Because what I've done the entire time, starting at the very beginning, is making them feel comfortable. Right. I set my mission and purpose. My mission and purpose to understand your roof and your needs. Number two, show your options. Three, help you decide what to do, even if it's not with me throughout that. Hey, you guys comfortable? Any questions for me? All this makes sense. Excellent. Are you comfortable moving forward? Eddie? I worked with a private equity portfolio group on their sales process. They're also using that same options Close. We have recently modified it. Are you more comfortable paying with a check or taking advantage of our financing offer? And again, that just softens it up on the insurance side. Are you comfortable moving forward? Are you comfortable? And you guys can throw any words you want it. Are you comfortable moving forward? Are you comfortable talking next steps? Are you comfortable getting your project started? Are you comfortable choosing me as the roofer of choice? Are you comfortable using me as your contractor? Whatever you want to say. Comfortable moving forward. Comfortable. Whatever. And the other reason is emotional decision. We're not asking for a commitment. The commitment is assumed. Are you comfortable? Jacob, I think it was your team actually joined me on a webinar, and I can't remember his name. It's in an email he sent right after the webinar. Used this. That was you, Cole. It was you. You used it right after the webinar, didn't you? Yeah, I use it every day, dude. I love it, by the way. Thank you. Now that you're here, I wish I put two and two together. That screenshot is in my presentation. I blurred out everyone's last name and I showed. After I teach this, I'm like, within two hours of the webinar. Close the deal. Work just like work like a charm, I think was the language that you used. Work like a charm. Did I make that up? No. That was pretty close. Yeah. Work like a charm. So the comfort clothes. Yeah. Are you comfortable moving forward? Okay, now here's the cool part. This is a closing technique that stands on its own, like filet mignon. Because the homeowner says, not quite yet. What about our pool? How are you guys going to protect that? Hey, you know what we're going to do? X, y, and Z. All that, and then I reset from the beginning. Mr. Homeowner, do you have any other questions for me? No. Excellent. Does everything make sense? Yes. Great. Now are you guys comfortable moving forward? I have this real big bush in the back of my yard. Yeah, yeah. Or the Italian imported statue that you crack, which we did. Or the Italian imported marble table that we cracked because something vibrated and fell on it, which we did. Yeah, all those special items. Now, that's why I teach that to all the new people. Because it is stupid. Easy. It does not. Does that feel pushy at all? No. The fear of rejection you're just going to need to get over. But guess what? It's the easiest way to ask. Are you comfortable moving forward? You do a good job making people feel comfortable. They say, yes, and then you say, great, all we need is an autograph right here.