A short roofing-sales monologue by Adam Sand explaining how to become a trusted advisor: acquire deep product knowledge, explain issues in audience-appropriate ways, provide proof (e.g., photos) after explaining urgency, and adapt your behavior and language to match homeowners. Emphasizes being a 'chameleon'—read and mirror the homeowner so they trust you.
So how do we become a trusted advisor? So what you need to do is impress them with your deep knowledge. You need to be more knowledgeable than every single sales rep that came before you or may come after you. But not only do you have to have an in depth knowledge, you need to be able to explain it in a way that they understand. You need to explain things differently if you're meeting with a 45 year old grumpy pants or a 70 year old grandma. On top of that is the proof that you know what you're talking about during your call to action. When you're telling the homeowners about the urgency, there's a reason why you explain things first and then show pictures on the back end. You're going to explain all of the urgency they're having and then you are going to prove to them that you know what you're talking about by then showing them the pictures. Another crucial thing was putting the explanation in a way that they can understand and relate to people instinctually. Trust people that act like themselves or talk like themselves. That's why it's going to be so important to be a chameleon in the house and adapt to your surroundings.
