Pitching Mistake FIXED! Setting Yourself Up For Rejection at The Door? The "S.L.A.P" Fix
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- เผยแพร่เมื่อ 29 ส.ค. 2020
- What if I told you that you might be setting yourself up for rejection without even knowing it? Or literally GIVING your prospects at the door the easiest way to kick you off their property? Learn how to fix this deal-killing (unconscious) mistake in today's video as we revisit my "SLAP" formula for pitching in door to door roofing sales.
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i have an interview today doing this for a solar company. i'm looking forward to the possibility of making triple what i make now. i'm trying to gain knowledge before i even start. thank you for this.
S.L.A.P.
Say hi...
Let them know why you are there...
Ask open ended questions...
Present/Provide the answer...
Nailed it!
After I’m in the last step i say “do you have an objection for a complementary video and photo of your roof.” Then I feel like I trick them because I know they are used to saying no all the time 😂. I want it to be genuine I did this on a couple doors and they looked at me with a question face soon as i hoped on there roof
Thanks for the comment! Glad to see you using what you're learning. For me, it doesn't feel like "tricking" anyone. It's simply how you ask a question. As they say, not what yiou say but how you say it :) If you haven't already done so (and it sounds like you might have) then check out this video for a deep dive on the "do you have any objection" aspect. th-cam.com/video/QbMzbFc2RDA/w-d-xo.html Hope this helps! Have an awesome week!
I just watched your videos yesterday and completely love it ¡¡ you just telling the truth
💪Stoked to have you here! Thanks for the comment :)
Solid ! Thanks for elaborating and bringing SLAP to the next level. WHAPOW
Awesome man :) Our conversation in Cheyenne was one of the elements that inspired this video too! Thanks again!
You are "crazy" sales mogul 😅. Enjoying your content. Thank you ❤❤❤
Great advice... also, let them talk! I sometimes struggle with that haha
AMEN to that! Know when to zip it and listen :) More often than not, a customer will sell him/herself!
This is exactly my problem, thank you so much for all these videos
You're so welcome!
Started 2 weeks ago struggling feeling like the script is to long and just doesn’t feel like me and feel like they smell it right away
Welcome to the industry! I hope the SLAP formula helps you fix this - especially the "doesn't feel like me" part. This one may help too: th-cam.com/video/lgAuKqwD7W4/w-d-xo.html
This is good stuff. Thanks for sharing bro
Happy to help dude!
I'm trying this tomorrow brotha, I appreciate it!!
BAM! Love it! Report back with how it goes?
@@TheRoofStrategist Yessir for sure!
Thank you brother I been studying a lot
You are very welcome!
@@TheRoofStrategist what do I do if I feel like there’s a little fraudulent activity’s that I can’t control? Just wondering I’m new that’s why just wanted to know if I’m making the right decision
The “SLAP” has helped me so much. I’ve been using it for a month and I’ve had more luck. Thank you very much.
🙏 I ❤️ hearing this! Awesome work putting what you learn into PRACTICE. That's what separates successful people from "average" people. Great work!
"where are you in the process?" I use the question differently, but it changed everything for me.
HECK YEAH!! Man I am so pumped to hear it! Thanks for taking the time to share your experience my dude.
@@TheRoofStrategist figuring out that prospecting is about finding qualified buyers, and not just running around advertising, saves SO MUCH TIME ON THE DOORS. Get to the point. People can smell a script a mile away.
@@drprofessorpowersport 🙌 Yes they sure can "smell a script a mile away." Well said!
In storm how do you take away deals from other roofing company
Hey Adam, I love your approach to d2d sales and I’ve been watching for several months now. I’m in the solar industry and I’m struggling with finding an open ended question that stimulates conversation. Any tips?
Hey Racksoon! Thanks for the comment. Glad to help. So I'm going to spit out a few open ended questions to use. Disclaimer: I haven't personally used these in the field yet. So feel free to run with them and report back :)
1) Where in the process of eliminating your electric bill are you?
2) When was the last time you looked at eliminating your electric bill?
3) When was the last time you compared your electric bill to solar?
4) How do you feel about swapping your electric bill for solar and saving money?
They usually tell me we’re no where in the process because we don’t want anything done
This is a common one - basically it means "I'm not interested." For help on that, watch this: th-cam.com/video/sZYL7AkUX90/w-d-xo.html
holy shit you’re a gold mine
🙏 Thank you and welcome to the Channel :) Comment away my dude. I read and reply to all of 'em ;)
Now if i can just stop freezing before the doors!
You got this man. Practice practice practice. This video on overcoming fear will help you overcome! th-cam.com/video/AhI4d0v7tao/w-d-xo.html
So can this work for a Solar Setter? one of my most common objections is sorry not interested were already busy with to many house projects or I just don't think solar is worth the cost?
Great question! The SLAP formula can 100% be used for solar. This channel is focused on roofing (retail and storm) sales. I do have quite a few customers and subscribers using my strategies to help their solar sales (many of them sell roofs and solar). To help you with the "not interested" - watch this: th-cam.com/video/sZYL7AkUX90/w-d-xo.html
The open ended question is great. The yes train is antiquated BS created in 1880. A calibrated question that gets a no is worth 5 times what a yes question.
Look into Never Split the Difference by Chris Voss. It is time to move away from old school tactics that people are burnt out on.
WELL SAID my dude! Agree 100% with everything you said. And great book recommendation!
What about just setting up the appointment for the salesman. What would be a good door to door line?
Great question, Nate! The initial approach and SLAP formula do not change whatsoever :) The ONLY difference is shifting from "Do you have any objection to me hopping up on your roof for a free inspection and showing you what I find?" --- TO --- "Do you have any objection to setting up a free photo and video inspection of your roof?" And when they say "No" it really means YES ;) Then you ask, "GREAT! What day works for you? ____ or _____ ?" Then settle on the exact time. Collect the homeowners name and info. Then confirm the appointment. Hope this helps!
Thank you, yes that helps alot.
@@nateadams2984 🤘
Ok I get it I do ask open ended questions and I what I get as an answer: “idk” “ I forgot” “ I don’t remember” 😂😂🌚🌚
That's OK - they are at least responding and engaging. Practice responding with a statement followed by another open ended question.
Like, "It wasn't a super emotional storm, yet it damaged many of the neighbors who I am working with. When was the last time you had your roof inspected?"
How would you make an open ended question if your a cable salesman
I've never sold Cable door to door so I'll give you the advice I'd give myself to "crack the code."
I would start by thinking about the #1 reason people buy cable from you. Then, back that into a question.
Example: If it's saving $ on their TV --- "When was the last time you compared your TV bill to cable?"
Example: If it's more channels for less $: "When was the last time you compared your TV channels to cable?"
I'd start experimenting from there and dial down a "When" or "Where" question to start :) Hope this helps!
@@TheRoofStrategist thank you for responding it’s my 2nd week I’ll give you an update
@1,000,000 views 💪
"how much do you currently pay for cable?" and follow up with, "would you like to pay less?"
80% listening
20% talking
💪 👊