Close more sales for organizations

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what if you could increase your closing rate right here at the kitchen table by two to three times overnight or even faster i bet you'd be interested and if you are you're going to want to watch this video because i'm going to be teaching you the one simple phrase that you can be using to close more deals i'm talking two to three times more deals at the kitchen table on the spot by doing what i'm going to be teaching you in this video this video was inspired by you because everything on this channel is built upon the simple foundation you ask i answer when i see enough of the comment common themes like how to present to an hoa which you did last week that's what inspires these videos and i get these videos all the time adam i'm getting inspections using your slap canvassing formula adam i'm using your famous one line or the do you have any objection if dot dot dot to get on more roots but my problem is i'm not closing the sales so we have these different problems right get past the door to get the inspection then bring home the business bring home the bacon which means signing deals here at the kitchen table but we need to understand the psychological dance that's occurring between this person right here my fictitious friend peggy you've heard about peggy plenty and me and how i get peggy to say yes yes yes until we get to that final yes we're saying hey peggy go ahead and just slap your autograph right there and we'll get started right away and until we get there we need to understand what's going on in their mind and the most beautiful part about sales is learning how to get out of our own head and experience things through the eyes of peggy peggy is our ideal salesperson peggy is the one that needs to hear the exact thing that's going on through her head so she can say yes to you we need to get out of our own head and stop being sensitive and stop being apprehensive and we need to learn the dance the dance of sales the psychological back and forth and it starts with this so stick around because i'm going to be teaching you this one liner but only after we lay the foundation of what it takes to get there now i was in your shoes i sucked at closing you've heard me say this before i had no sales experience when i got into the business i made all my sales on the fault i was a follow-up king and it wasn't until i started closing deals on the spot that i started to piece together what it takes to get it done right now and i at first thought it was just being pushy that's bs and i first thought it was asking for the business that's wrong too yes you got to ask for the business but it's a critical mistake that's happening before that if you're not closing as many sales as you think you need to be or as you should be on the spot it's because you're missing this link okay now what is this link it is a link to the first yes of many getting to yes is how we make sales and too many people are too pushy and i hear it all the time i was the fifth roofer at the door right that actually had an opportunity to inspection and talk someone whatever it is and they say you're the only one that didn't push this thing well guess what i did i just did it the right way i didn't push it aggressively i pushed it in tango dance push pull push pull with peggy my ideal client and here's how it works let's talk for a minute about psychology and let's talk about shifting dynamics to break down the barrier that naturally occurs between peggy my homeowner whose door i just knocked on and me the door-to-door sales person i get off the roof i do my inspection of taking pictures on my phone right well guess what you can even see that there's a glare on a screen okay now my screen's black i've got the screen protector on it you can see it glistening here it's impossible to see those photos and videos in the sunlight so i go to peggy i say hey peggy i've got some photo and video for you i can't wait to show you where's a comfortable spot we could go and sit where we can get out of the sun and you can actually see the screen here okay so i'm of service to peggy to make it easier what i'm essentially doing is asking for an invitation to get to the kitchen table and if it's covered times and you can't get to the kitchen table maybe it's invited to the front stoop to sit down or step under a tree it doesn't matter the location okay what matters is that peggy now initiates the move to invite you somewhere because now you are receiving an invitation she is asking you essentially this is the psychological dance of where to sit so peggy says you know what come on inside and maybe peggy offers me a cup of coffee well just like i share in one of my earliest videos which i still get emails from adam i used to say no when people offer me water now i say yes and the reason for that is it breaks down the barrier a friend would say you know what i'd love a glass of water i'd love a coke i'd love a soda i'd love a coffee or tea or whatever it is say yes all of a sudden that dynamic changes in your your pals okay so i'm playing this game to dance to build relationship to break down these barriers and when i say a game i don't mean it as a playing a pawn that is far from it what i mean is i'm i understand the psychological dance that's going back and forth like a tango so now that peggy was kind enough to offer me this beautiful espresso thank you peggy i sit down we're pals we're talking and i'm going through my photos so peggy can see exactly what i found i do my spiel i talk about where things are what how the process works and what the situation for her roof is and why she might want to take action now and i'm going to wait for peggy to answer questions now this is the line this is the piece that is missing and it's this simple and i want you to write it down remember this peggy would you like to hear how we can help you with this process again peggy would you like to hear how we can help you with this process simple what did i just do there i got my first yes that was asking peggy if she wanted me to pitch to her okay now of course i'm not saying that to peggy what i'm saying is would you like to hear how we can help you this is the part of the process where i'm going to start to share about our business but what everybody almost every new sales person that i've shadowed misses this they get nervous so what do they do they go through it and say all right peggy so there's your roof and for us to help all we need to do is go through this contingency agreement and i'm going to lock you in you're going to have to work with us and we're going to get going and we work for the insurance proceeds and just sign here okay that is force that is aggressive that is pushy people sniff it out it doesn't work like that but imagine the difference peggy would you like to hear how we can help you through this process yes excellent now i'm going to show you some paperwork but before i do i just want to give you the simple version of how this whole thing works okay by the way if you want more click up here on this card and check out the video i did on using the contingency agreement as a sales tool because it is a sales tool and if you're not using a contingency agreement but you're doing handshake deals i don't recommend that however there are some companies who culturally believe it they use it as a differentiator and it works and hey if it works why fix it right those three points i cover in that video are still going to help you i promise because it positions you as the expert and it prizes the opportunity to work with you so the difference here is peggy would you like to hear how we might be able to help you that's the one liner when they say yes now you go through the paperwork then after you walk through what the next steps are and if it's retail it doesn't change the same applies to retail as it does with storm work whether it's wind hurricane or hail you ask first would you like to hear how we can help you you can even modify it or play with it yourself would you like to hear how i can make this process a piece of cake for you and all you'll have to do is pick colors okay yes anything where they can say yes put your own spin on it have some fun all right peg if you'd like to hear how we be able to take care of this for you to handle everything and all you have to do is pick colors yeah sure so then i go through the process then i pause and i say peggy do you have any questions for me so far and she says no great then i'm ready to ask for the business we're going to talk about that in a second if peggy says you know what i do have a question or two then we go through the process okay i answer those questions then i come back again any other questions i'm going to ask that until i get to know because i don't want them to have any questions because if i ask for the business too soon and there are questions on their mind that's when they say i have to think about it that objection by the way the i have to think about it is really code for you didn't answer all my questions i don't even know what my questions were but something is unsatisfied i don't feel closure therefore this isn't a safe decision because the way our minds work for decision making is fundamentally built upon a mammalian brain a fl fight or flight a safety mechanism if you don't feel safe to them they will not move forward and often it is you know that spidey sense your intuition you feel like someone's looking at you or watching you there's some things that we just can't describe and what that is is an unclosed loop it's our mind saying something's off i don't have answers i don't have clarity yet therefore it's not safe okay so what we want to get to is a place for that homeowner where peggy feels like you've covered everything and how many people have reached out and said i chose you because you took the time to explain everything to me you might even be the worst roofer in the world but if you explain it right you're going to win the business now you shouldn't be the worst roofer it's about service if you're the worst roofer you're not going to last but my point is that everyone might be doing the same thing the difference is how it is explained so now let me grab my pen let's talk about the asking for the business part and that is crucial that's what's called the call to action and marketing cta all right and if you saw an ad for example let's say a nice coffee maker an infomercial on tv call now to order right order online now at and then the website everything is crystal clear there's no wishy-washy they tell you what to do that is a call to action a direct command think of it as a command i need you to do this right now there's a difference between being kind and authoritative if you are dictating a construction project and there's let's say you need some help holding something up and someone's coming in for this and that you're not just saying hey can you come help me out you're like go hold that corner right now right it's direct it's clear people need this same level of direction the same as is your pet dog you're not going to be like oh hey fluffy do you think you want to come over and sit next to me no fluffy come sit and then fluffy sits people respond the same way they need clear direction they need to be told what to do but we need to do the dance to get to yes to get there so we did the first one which is hey peggy is this something excuse me peggy would you like to hear how we can help you through this process make it super simple all you'll have to do is pick colors it's a yes or no question different than the open-ended question that we use in the slap formula at the door this is closed-ended meaning yes or no she says yes i present okay now close-ended question peggy do you have any questions for me so far yes or no if she says no then we continue then i go through gray in order for us to get started i can get started on this right away all we need you to do is autograph right here i'll put a little highlight down it and i pass the pen over and i wait i told her what to do all we need to get started by the way i never say sign sign sounds scary i say put your autographer john hancock right here tell them what to do it's not abrasive you don't have to be rude tell them what to do you sign here we get started i'll leave you with a copy i take a copy this is what will happen next you have to let them know what happens next okay it's the same thing when you order a pro new computer online you're going to check the shipping people want to know even though it's two day shipping you still check it we always want to know what's next so peggy all we need to do to get started is your autograph right here i'll give it a pen i'm going to leave you a carbon copy we take a carbon copy i'm gonna get that claim called in with you right now and i will be here for the adjuster sound good great there it is and we're direct so remember this to close more deals you need to use the one phrase before you even bring up the contingency your pitch or retail sale would you like to hear how we can help you through this process that is the one liner that will transform everything else that key transition from this to that to play the psychological game of dancing to earn the trust to present to have permission to pitch to get to yes your goal is to go through all the questions and when they are done boom all you need to do for us to get started right away on your project which by the way people like things fast use that one all i need to do to get started on your project right away is your autograph right here and then i'll leave you a copy we'll get this process started for you sound good great and there it is excellent now to get to this point you might need help overcoming objections for that reason i have a playlist for you and it's right here so pop into this playlist if it's not right there it'll be there shortly and learn how to overcome all the objections like i already had a roofer look at it or i want my insurance to come out first and all these big objections you can watch that here and if you haven't done so already click here to get a free copy of my pitch like a pro roofing sales training video library it's every video i've ever done organized by category so just because our time here is done doesn't mean it should be and i'll continue with you in this playlist and overcoming objections or i will email you a copy of your pitch like a pro roofing sales training video library click here and i will see you on the next one