The Door is About to Close.... (Try This Pitch!)

What do you do if the minute that door opens, they start closing it right in your face? Or when that homeowner peers behind the door, peeking in at you, basically saying, hurry the heck up. I'm closing this thing in seconds. Now, I've covered this topic just ever so slightly in a video called the 10 second pitch. You can check that video out here in this card. If YouTube plops it right up there. And in that section, I teach you how to lean into it when someone's willing to give you the time of day. But this is different, because in this scenario, the homeowner is generally not willing to give you the time of day. And if you're like most roofing salespeople, you feel the sign, you see the body language, you see the door starting to close, and you throw in the towel and you just say, I've been rejected. And it's almost like the time. Think back to it. You walked up to the really cute guy or girl at the bar, and you're going to start a conversation, and they just cold shoulder you. Now, for many folks, it's like, I catch a hint, I'm taking the rejection and. And I'm out of here. But then there's those folks, the ones that you and I both know have some luck, and they'll walk up and lean into that discomfort. They'll find a workaround to start that conversation. And sometimes it even works. And here's the best part. If you're like most people who the minute that door slams or is about to close, and you just throw in the towel and quit, and you stand there because I know I've done this. Have you done this? Where you kind of stand there and just stare at that door that closed in your face for a minute, Just kind of, like, taking in this rejection and. And just kind of laughing about it, and you're like, okay, I get paid to hear. No, I'm in sales, all right? And you just want to, like, keep this calm composure to kind of make a point, because you know that they're either looking at the back of your head, through their ring or through the door, and then you walk to the next one and you know they're peeking through the window blinds, seeing where you go. And then you come up to that next door fresh, and you start over. Well, that was a lost opportunity. But what if I told you there was a simple way for you to lean into that discomfort? A simple way that even if it was 1 in 20, turned into a sale. How many more sales do you imagine you'd get each and every year or your team, all of this adds up and then you start doing better and better. What if it's one in every 10 or every five? That rejection turns into a conversation. The conversation turns into an inspection. Inspection turns into you getting in the house and earning a customer. Well, that's what we're going to be doing right here. Because what separates great salespeople, the highest earners that I've ever met, to the folks who are just mediocre or good? The difference is the willingness to be uncomfortable. The difference is the willingness to take a shot when most people think that there's no shot to be taken. And that's exactly what I want to teach you. So before we get to it, welcome or welcome back. My name is Adam Bensman, the roof strategist. And everything that I do here on my YouTube channel and in my podcast and in our all in one sales training and systems, which, by the way, there's more of them, including the supplement strategy, the brand new roof with solar sales system. It's a full business in a box, and sales system updates that are that have come and even more that are coming for our roof roofing sales training used by thousands. All this is designed for one simple reason, and that is to help you and your team smash your income goal and give every customer an amazing experience. So if you'd like help the same way that I've helped thousands of folks doing just that, then click the link in the description right now or text the word demo. D E M O to 303222, 7133. We'll happily show you how. All right, let's get to it. So what do you do when that door is about to close? Now, this video is somewhat similar to my other video I did called the 10 second pitch. But the difference is on the 10 second pitch, which you can see that video on the card up here, the difference is those folks have given you a countdown timer and they're basically saying, give me what you got. This scenario is different because that homeowner is just trying to shoo you away with the body language, closing that door. So the concepts are similar, but there's a difference. And here's what that is. When we have that door closing in our face, we need to open up with this one sentence. I'm going to tell you what that sentence is in just a second. The reason we jump into this is it tells that homeowner, I respect your time and I'm going to get down to business. It will often just buy you just that little bit of a microsecond to get into it because if you don't, you're not getting any words out because they're closing the door. But if you use this quick one liner and there's an adjustment to it that's optional, which I'll share with you in a second, it can buy you time so they'll hear you out. Now, before I teach you this one liner, I want to just do a quick refresher on the slap formula. S, say hi, break the ice. L let them know why you're showing up and make it familiar to their neighborhood. Whether you left someone's house, you drove by, you saw something, install's going on next week, install's going on today. You did the roof last week. Whatever the reason is, then we a ask an open ended question and then we wrap it up with the P, which is presenting to their answer based on where they are in the process. So with this whole combination, everything stays the same except one thing, and that's the S. We ditch it. We're not going to build rapport. We're not going to talk about who we are, we're not going to do an icebreaker. We're jumping right into the L with this transition word. And here's that transition line that I. Excuse me, not word line. The transition line that I told you you need to start with is I'll cut right to the chase. When that door starts closing, you say, hey, listen, I'll cut right to the chase. And then we go into your L. The reason I'm stopped by, I just left Peggy's house. I just got her roof approved for hail damage. And while I was in the neighborhood, noticed your roof's about the same age. Was just asking where are you at in the process? There it is. If you're on retail, hey, I'll cut right to the chase. The reason I'm stopping by, we're doing Peggy's roof next week. She chose us to replace her roof due to it being about 25 years old. I recognize your roof's about the exact same age. Might even look like the same shingle. When was the last time you had routine maintenance conducted? Your roof? And there's your open end question or when was the last time your roof was inspected and you had routine maintenance conducted? Anytime that we deal with someone who's about to close the door, what do we say? I'll cut right to the chase. Now listen, if you want to make this even nicer, if you feel that it'll work, you can say, I respect your time, I'll cut right to the chase. Now, sometimes you don't have enough time to say I respect your time. But the reason I wanted to give you that little bonus word to add in, sometimes it just, it makes this homeowner feel heard and respected and it makes this homeowner say, hey, he respects my time. So he's going to be quick. Alright, I'll give him a second. So there you have it. The next time that a door is about to close in your face, what are you going to say? I'll cut right to the chase. Or hey, I respect your time, I'll cut right to the chase. And then you're going to pick up from that slap formula right at the L, letting him know why you're there. Hey, the reason I stopped by, I was driving by and I realized this. The reason I'm stopping by, we are doing Peggy's roof next week. The reason I'm stopping by, Peggy just chose us to do her roof. The reason I'm stopping by, we just got Peggy's roof approved. Whatever the case is, you now have a very simple framework to take those opportunities where the door is closing right in your face and getting that homeowner to give you a chance to just listen. Because at the end of the day, that is our mission in door to door sales is simply this. Start the conversation first, then get up on the roof, get inside the house present and close those deals. But again, we can't do that till we start that conversation. So have you tried this technique? Does it work? Does it not work? What else do you like to do when someone's about to close the door in your face? Drop a comment and share it with us. Now that's all for this video. But just because your and my time here is about to wrap up doesn't mean it needs to. So if you haven't done it, hop into our free training center right here or YouTube thinks you're really going to like this video and we'll see you on the next one.