Empower Your Business to Close More Sales for R&D with airSlate SignNow

How to create outlook signature

you're selling roofs you have an appointment what would you do what would be different if you had a step-by-step formula for both storm and retail so you know exactly what to do what to say when to do it from start to finish i'm talking the minute you say your first hello to a customer all the way to leaving with that signed deal and i'm excited to give you that five star review how would that go pretty darn well i suppose huh hey my name is adam benson the roof strategist and i'm about to teach you my car park closing formula that i have exclusively presented only to my 101 clients i've worked years on distilling these complex ideas and processes of closing into a very simple very powerful formula for both storm and retail if you want more of this i did release this program today you can get a discount on it there's a link in the description but let's jump in to the car park closing formula now before we get started who needs this who needs this formula if you've ever run a sales appointment and had a customer totally derail you you know the type the one that does this and just drills you with questions knocks you on your heels you're on the defensive like fielding blows and then they say okay great thanks for coming out we'll let you know we decide if that's happened you need this how about this sales presentation what you felt went great but you didn't get the deal and it's happening over and over again or what about this you do a presentation you hear i have to think about it and then you're ghosted all right or if this is you whether you're new or seasoned you show up you're not really doing the same thing each time and you're just trying your hardest and giving good service without an actual format without intention without clarity without purpose without specific focus if that's you you need a formula to follow before i go into this which in this video i'm going to be breaking down what each of these means to link it together all right now i do not believe in word for word scripts for many reasons and i'm going to explain those here number one a word for word script is impossible to memorize the language i use is different than the language you use it's different than how they speak in pennsylvania than they do in atlanta georgia everyone handles things differently you need concepts to use number two scripts make you sound like a freaking robot i am reading a script no one likes that and three they often feel pushy but the most important reason i've saved for last and that's reason number four a sales presentation must be customized to the customer i'm gonna repeat a sales presentation your sales presentation needs to match the customer's needs i've talked about it countless times sell like a doctor sell like a doctor you must go through your presentation focusing on what it is that your customer right in front of you needs right now and a script simply won't do it on storm i've broken it down to kind of seven different scenarios for retail there's usually three or four and the reason i say three or four is well i'll get into that but in a nutshell i need to replace my roof now because there's an active problem i'm budgeting for the future you know the the tire kicker three to five years out they want a cosmetic upgrade or the last one is usually related to some sort of uh real estate transaction buying or selling their house so that's the four but real estate's a little less common so how do we customize our presentation to our customer how do we follow the exact same format for storm and retail and make it simple and easy to follow by the way if you do end up in that program which no pressure whatsoever i do back this by the way with 100 money back guarantee you have 30 days to try it put it to the test let me know if you have issues i take care of you i have a reference sheet this reference sheet does not sound salesy anyone can follow it your customers can see it you do this a few times you won't even need it so let's get back to this car park formula this comes together beautifully and what i'm going to show you is going to cover the foundations of closing because guess what most people spoiler alert the p stands for present or pitch most people believe that closing is pitching and the a is asking for the business what comes first is more important this is a claim that many people are going to argue with me on and that's okay if you disagree that's fine the reason i say that this part is more important is this if your friend you've got a good friend in your life he or she does something to upset you you give them more grace than if a stranger did if a stranger does something wrong to you they make you feel not great they diss you you you'll flip them off and say hey i don't need you in my life i'm done but if a friend does anything that might rub you the wrong way you might be upset but you're more forgiving and you're willing to forgive so think of this as the foundation of friendship so to speak with your soon-to-be customer you're going to see how we build this rapport to tee up and get permission to present which by the way in this presentation also spoiler alert you're going to be overcoming the biggest objections straight out of the gate before you actually get into your presentation and go through your contract or your contingency and for storm you know what that is it's the deductible and price retail strictly price i'm going to show you how to overcome those in the program all right let's jump in right now i'm going to be showing you how what each of these letters stands for and how to string it together because formulas are powerful they're easy reference points that allow us to take information in front of us and customize it just the same as the slap canvassing formula people that are using it would tell me adam i used to knock a hundred doors now i can get between 10 and 20 for an inspection it's changed the game if you go through youtube comments and video you're going to see galore i have email testimonials out the nose from people saying i use the slap formula it's easy to follow i keep hearing the word simple it's just simple and yes that is exactly what the carpark formula is i've worked on this for years to simplify it how can i create an easy plan that anyone can follow even a seasoned pro will refine their skills and i just presented this to a sales team of about 50 there are seasoned guys doing multi-million in sales who learn something from this who are applying the stuff in the field to see results so let's jump right in we use purple we're going to go through these one by one c of car park closing strategy my formula c stands for connect okay people do business with who people not businesses they do business with people people who they know people who they like people who they trust so many salespeople make this mistake of showing up for an appointment or generating their lead and shooting straight in for business no one likes it it's not fun it's forceful you need to slow down pump the brakes a little bit guess what fun fact this is true story between 83 and 87 percent of a buying decision is made before a company calls you so if you have an inbound lead 83 to 87 of that decision's been made they've already done some research they already know they're going to buy the product and they've already vetted your company so how long do you have to make a first impression seven seconds right so think of this your first seven seconds of your encounter with that customer are either going to reinforce this buying decision or kill it if you mess up out of the gate if you don't have people love you right away you are destroying your chances this doesn't go up it really only goes down by mistakes it's like my first business i started i was 16. it was a mobile car detailing business let me tell you you don't want people to notice your work if they notice something that means you missed it that's a mistake and the same applies here the buying decisions already made you're either going to reinforce it or you're going to destroy it so when we connect with our customer we complement them we spend some time to build rapport we treat them like a human and like a friend i have a three-part formula that i teach to do that which i don't have time to get into in this video but i just want you to remember pump the brakes connect complement receive gifts be a good human all right don't jump straight into business warm up a little bit have some small talk this is building rapport because it's the foundation that if you get these next two right your presentation even if you botch it even if you hiccup or stumble it will be smoothed over just like a friend you're going to be more forgiving with than a stranger so that's our c for connect what happens next we assess a where they are at i'm going to go through this high level i've done multiple videos on these for storm where are they in the claims process no claim partial payment denial or paid in full each one of these scenarios has about two minus the paid and full so there's really seven kind of different mindsets that the customer is in so seven mindsets for retail and i told you there's about four for excuse me uh first storm my bad seven for storm and four four uh four mindsets for retail and again um let's just breeze through these really quick this is going to come in to your presentation you're going to customize your presentation on the fly by selling like a doctor diagnosing exactly where that customer is at and then customizing your presentation to suit their exact needs and you'll do that by assessing where they are so the seven mindsets for storm no claim what damage are you talking about or hey we had a storm how bad is the damage those are two partial payment hey the insurance company paid to repair a few shingles and this and that can you do it for this cost scenario two hey the insurance company's only paying for partial payment but my roofs my neighbor's got roofs and i'm mad i need a full roof okay so there's two different mindsets denial my insurance was out and you know what it's okay i believe then they said we're fine denial option two my insurance is not my roof but five of my neighbors got roofs and they're raising a pitchfork okay or paid in full show me an estimate so those are the seven different mindsets that your customer could be in retail hey i need help right now i have an active leak my my ceiling is stained my carpet's ruined grandma's couch is all destroyed help help help right or hey you know what we're just looking for estimates i got to replace the roof in five years just trying to do some budgetary planning or hey i want to really upgrade my roof we're going to redo the outside of the house we want it to look nice and then the last one the fourth one is hey we're moving or some time sensitive piece is coming up we're moving they're selling the house we're buying a house whatever it is so these are the different mindsets that we must appeal our presentation to another reason that word for word scripts they're good teaching tool but they are not application and the difference here what you're learning on this channel and my products they are actual usable strategies in the field it's not training yes you have to get trained up on the philosophy but they are systems and strategies start to finish that you can plug and play in the real world to see results so again we're going to ask after we connect and build rapport hey so simple where you at in the process what made you want to call us why are you looking for a new roof whatever the case may be we're going to assess where they're at write it down because it's going to come into our presentation later so following right along we've connected and built rapport we've assessed where they are and we've noted it so we can bring this up later now it's time for us to jump up on the roof before i write the r we do our inspection at the assessment phase you may have already done this by the way it was a self-generated lead at the door so let's pretend it's a lead if you've already done it that's okay but you're not going to move on to the next section for r which stands for report until after you have done your inspection and hopefully while you're up there you found a few other things a few other reasons the big reasons for them to take action on the roof defects failings failure spots existing areas of concern things like this all right by the way there's more to each of these way more and in my program i break down specific topics and talking points that are different for storm and retail so you can review those should you choose to jump into that program r stands for report this is when we show our findings but before we do we frame what we are about to say listen i wear glasses i don't wear them on camera because they glare when i wear glasses i see things differently literally i'm seeing them through the frames that i'm looking through just like your customers are going to view what you have to say when you put parameters and explain it if i ask you to taste this glass of wine for example i don't even drink and you're just like okay great i poured you glass of wine but if i create this big elaborate story that this wine was from a special vineyard in california that's been in business for 100 years and they only do 50 cases per per year in in the bottles or 500 bucks a piece all of a sudden you're looking to taste that wine you're thinking man it's going to be good and it's special and it will impact your experience because it's a different frame so we frame what it is we're going to show them because a homeowner doesn't give two diddleys about a stinkin uh you know like a shingle i don't know i don't have any context not a single picture so we explain what is storm damage why is it covered we explain in retail what the issue is what issues they're concerned about how this can help them we frame everything before showing them the pictures to create the context and to put their glasses on for them on how they how we want them to see this information and here and only here do we show our findings afterwards and explain again with framing why insurance is going to cover this damage so we want to get that out of the way first before explaining the damage here's the damage here's why it's covered then let's go into showing you what your roof looks like so they can be the judge all right you'll notice that through this process i'm doing a lot of giving the homeowner control and feeling freedom of choice and empowering them and when they do they're going to choose you if you push it they will not all right so i'm going to give them the right lens then show them the photo then i'm going to ask if they want to see how i can help all right now one thing which i'm going to rewind for a minute on the report it's important to get invited to the kitchen table before you do this you simply ask when you get off the ladder before you go to this report hey where's good spot for us sit down and review this stuff so we're out of the sun it puts the customer at ease you walk side by side they invite you to the house or the kitchen table the power dynamic changes it is a subtle but incredibly powerful shift and it's essentially a way to get invited into the kitchen table without them even realizing that you essentially asked it's incredibly powerful so we've connected with them we've built report we've assessed where they're at we've done our inspection we've said hey where can we review this we get invited to the kitchen table we frame it we give them the report now oops we are on to the p of presentation this is the longest part of my program the complete closing strategy there's a link in the description again it's released today you'll get a discount 100 30 day money back guarantee go take a peek if you're interested all right let's continue p p stands for present or pitch okay people call it pitch present either way same concept it is in here that we follow my seven part formula of nailing the right presentation and we grab the area of our assessment and we plug it in to customize so the first two are always the same the first three actually then number four is where we customize everything and then the rest is the same so we know for storm or retail it's virtually the same presentation believe it or not for the bones of it then we custom tailor the assessment by plugging it in and customizing the presentation to the customer's needs if it's excuse me if it's storm we're going to speak to where they are at in the process and then explain everything from color selection to final invoicing if it's retail we talk about their problem and identifying our diagnosis then how we can solve it then the process start to finish so we go through this and again there's those seven different scenarios we must customize this presentation yes you can do it as a talk track however if you want to take it to the next level this presentation's like the packaging on your roof and i've used this example before one chocolate bar another chocolate bar check out at a grocery store may be identical but the one in gold foil and fancy wrapping can sell for twice as much your presentation is the packaging on your roof so to speak so if you're using tools cool tools like sumo quote which i'm not affiliated with or if you're doing powerpoint or google slides or even a three-ring binder for the majority of it it will take you to the next level and make you look like a true professional all right so nail this presentation you're going through the process customizing it to their needs explaining why they're going to choose you walking them through it and overcoming your objections as you go using my formula aro acknowledge reassure and overcome which i've taught in multiple other videos the right way to overcome objections is not to say the right thing forcefully it's to first acknowledge what they had to say reassure them that they're normal and then frame and overcome give them a new lens to see things through all right so then we're going to present and again in the program i show you the differences for both storm and retail side by side you can watch both you can pick and choose if you only do one or the other now at the end of the present part is where we show either our retail pricing or our contingency before we do we teed up we frame it you're going to see me in the program framing everything we're going to frame how we want them to see it first hey before i show you uh this paperwork before we go through this paperwork i just want you to know exactly what it says and then i explain the key points before showing it to them so i'm going to frame everything so they see it with the right lens and they don't freak out seeing like nine point font and seven pages like they're signing their house away people freak out so we present now most people think this is it present and ask that's closing we've built a strong foundation we've connected we've assessed exactly where they are at we've given them the right lens to look at our report and view the information that we're showing them we've asked to be invited to the kitchen table and we've presented and the one thing that i forgot the big thing that i just forgot that i need to go back on on your p is a key point of present is to overcome the biggest objections out of the gate okay before they even come up now i call this squashing them because overcoming is one thing right it's like you usually overcome when you're challenged with it hey i'm you know your price is higher but when you squash these objections before they even come up everything changes because that nagging question the back of their mind has been quieted it's been appealed to so i start both of my presentations with saying you can choose anyone for this process and here's why for both storm and retail i go into assessment not price i've done a video on that my goal is to break their emotional attachment to money on retail apples to apples estimates they're often apples to oranges or apples to strawberries they're not the same there's no line items so i break their conceptual ideas about their main concerns the deductible here's why you can choose anyone assessment price okay versus price i'm not concerned about price i'm concerned about the assessment the deductible i explained the legal sides i overcome that i've done many videos on that by the way that you can take a peek at on retail i explained that not all estimates are the same and i say hey if you're and i even tell them out of the gate you'll see this in the program if you're looking to only purchase a roof on price i'm not your i'm not your person period i'm not willing to cut corners to win your business much more on that i've done in other videos on the channel for free and you'll see plenty in the program should you choose to go in there but the idea is to start your presentation with hey before i go through this i just want you to know you can choose anyone now you and i both know that but you give them choice giving people choice is the illusion of control they will choose you so you overcome these huge objections before you even get into it this here is the biggest game changer on my presentation style that i've seen all right now that i've rewound the beginning of the presentation as a reminder we overcome these objections we customize the presentation of how we can help we explain the process start to finish cool cool all right now comes to asking for the business and this is not as simple as you would think now let me take a step back it is simple it's not what you're thinking simple is everything that i do when i say it's not as simple as you think it's not just hey what do you think are you comfortable working with us we need to warm up to asking for the business there's three key questions that i like you to ask drawing out all the questions first that's your first step of asking making sure they don't have other questions because they'll tell you if you ask for the business too soon and their questions aren't answered or they have other stuff going they're not ready for it and they will say no or they'll say have to think about it many times they don't even know what the question is so you need to continually draw these out then we go into a powerful close to find out what it is they're looking for and we spin their own answer again customizing it to use a strong clothes to fulfill their greatest wishes and desires the if then close which i've taught okay so this is asking for the business we knock out any future objections we find out what's most important to them and then we use a powerful close saying hey this is most important to you if i can satisfy that would you be willing to work with me so then we get the autograph i don't say signature we get the autograph and we move forward this is where we win the business but again we we warm up you'll notice that with each of these our transitions we build our rapport by connecting we then assess the damage transition to the roof once we get off we get invited to the kitchen table where can we review these findings out of the sun before we uh present we're going to ask would you like to hear how i can help so we get permission then we knock down any objections by asking more questions getting their questions to come out and then we close with a powerful question all right so that's all the way through ask now that brings us to r which is referrals and this is something that we must do right away almost every single sales training i run i ask raise your hand with the number of fingers showing me how many uh referrals you've asked for this week and i see i see that a lot or one okay so people know we should ask referrals there's three ways getting the neighbors names introducing the referral program intimate and the insurance agent side of things which i teach by the way in the complete sales strategy these go hand in hand the sales strategy helps you generate new business turn one sale into many gives you a systematic strategy step by step to follow to crack open a new neighborhood and snowball that one sale into many by leveraging those key touch points new customer job schedule day of complete and paid in full each one of these is an opportunity to go from cold which is just being in a neighborhood no one knows you to warm meaning starting easy conversations using the slap formula using direct mail letter leave behinds referral programs insurance agents and so forth and then getting hot leads sent to you from insurance agents and referrals that's the whole idea once you get those appointments the car park closing formula is how you close those deals all right so we asked for referrals and then k is kick starting a five-star worthy relationship this is where you get reviews you express your commitment to provide that service you must plant the seed now so they're willing to later okay and then i show you kind of how to leave the the breadcrumbs so to speak of leading people to wanting to contact excuse me leading people to what's going to happen next so at the end they want to leave you a review people want to know what happens next everybody wants to know what happens next and i use this example multiple times about knee surgery knee surgery is a great example if you have knee surgery you want to know everything how are they going to cut you open what's it going to look like what are they reattaching is there hardware is there not hardware what's your recovery like how much pain will you be in how long will your recovery be are you doing physical therapy will that be painful how long will it last so when all of these things are explained hey here's what happens next this is the next person he'll be calling you here's we'll be scheduling here's what you're going to hear from me so we want to set up our relationship for success believe me this is going to help you sleep better at night i used to wake up at like 3 4 in the morning with my mind racing about customers i need to do this i need to do that i'm concerned about this i got a call i freaked out a window screen broke this is where we set those expectations and manage them so we don't fall into the mistake of kind of over over promising and under-delivering we in fact want to under-promise and over-deliver so this is where we set that relationship up so when we string this all together i want to do a quick review here and then give you guys a path to go deeper with this should you choose car park this is a formula a talk track with a printable cheat sheet that you can bring in the field customers can even see this i wouldn't show it to them but if they see it nothing on here screams he's selling me or she's selling me all right with this formula for both storm and retail you're going to connect with your soon-to-be customers because you're either going to reinforce their high buying decision or you're going to kill it people buy from people they know like and trust and we're going to assess where they're at so we can later customize that aspect of our presentation we're going to do our inspection show our findings and then report those findings get our invitation to the kitchen table hey where can we sit down and review this so we're out of the sun i'll show you what i find we're going to frame the lens in which we want them to see our findings and then we're going to slide into the presentation only after asking would you like to hear how i can help we overcome our biggest objections straight out of the gate by letting them know they can choose anyone we slide into the other six pieces we customize the presentation explain the process then we ask for the business we squash any additional questions that are there we've asked them questions and use their answers for our clothes see how everything's customized giving them control and freedom and choice and they like you so they choose with you when they agree to do business we rock and roll we ask for those referrals we kick-start a great relationship but hey adam what happens if i don't close it good question you set the appointment to show back up and i mentioned this in my previous video that i did just before this where if you don't get this thing closed you simply ask whatever their objection is hey oftentimes i get this people say they have to think about it talk with their wife they're not ready it's because i didn't give enough information may i ask what it is you wanted to think about that'll help me leave you with the information you need to make the best decision for you oftentimes they'll tell you and you can overcome it on the spot sometimes you might even repeat things because it's a lot of information or sometimes you nailed it and they're good and and you'll close it and then if they don't you set the appointment to come back all right so connect assess report present ask referrals kickstart a five-star relationship you now know the formula many of you are going to take this for storm and retail and kick butt if you want to take this to the next level in my program and i've already gone 26 minutes 27 minutes on this video we've barely even scratched the surface the complete closing strategy is accessible using the link in the description below there is an option to add on six months of personal 101 support via email from me with the customized video replies which you can take a peek at should you be interested inside the program it's broken up with an introductory overview to teach you this model and even a little more detail and then i do a deep dive into each of these sections you can reference it on mobile or your tablet whatever it is that you work from in the field you'll only need a computer should you wish there's a few resources on there that are editable documents you'll need a computer for those but anything in the field you can reference you can pull up on your phone and watch the c section or the r or the p and you can breeze through them to catch up but i break it down overview of the entire model deep dive into each section with separate videos for storm and retail you'll learn the three key points that i go to connect that are also on the uh cheat sheet here simple to follow a how to run your assessment a few tips on your inspection kind of teeing them up to have a greater chance of taking action r is reporting how i personally frame the report the photos for both storm and retail based on what they're doing p is the entire process of how i present for both storm and retail separate sections for both to customize it again those seven different scenarios for storm four for retail and it's super simple once you actually get the bones of how to match each of those needs of your customer and then a asking for the business along with my clothes how do i use these questions as the closing tool to ask for the business and then the referral program many of you use this this ties really nicely into the complete sales strategy if you're using it uses the same referral program in there and the insurance agent piece as well and then kick starting that relationship and how to set yourself up for those reviews including some of the resources from the battle pack and complete sales strategy in order to get those reviews and build your pipeline so if you're interested in that i stand behind what i do i'm committed to making this program absolutely amazing and i've had the opportunity to build this after presenting it exclusively to my 101 clients it's now available on demand at a very affordable rate even for new reps with zero percent financing for six months available through paypal if for any reason you don't qualify email me and i'll see if i can set you up on an in-house plan to help out and um last thing everything that i do is backed by a 30-day money-back guarantee you get in there go through this put it to the test if you don't like it if it doesn't jive with you you email me i refund your money 100 it's pretty simple all right so thank you for joining me on this video i hope that the car park closing formula even if you don't become a customer even if you don't buy it you have the actual formula to use in the field and to start putting this together my goal is for you to take action use this information even a little gems you've grabbed here and there to help increase your close rate so you can close even more sales make even more money and create even more opportunities for yourself your family your loved ones and change your life have fun doing it and have better relationships with your customers that's what it's all about it's a win-win-win and i cannot wait to hear about your success so that's all for this video if you have any questions email me adam roofstrategist.com there's links to everything in the video description below and i will see you on the next one