Closing BEFORE They "Get 3 Estimates"
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- เผยแพร่เมื่อ 4 ม.ค. 2023
- It's their 1st roof estimate and they do NOT make a decision yet. They say, "We want to wait and get 3 estimates before we decide." How can you close these roofing sales when you're the first person in the house? Try this.
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What's your favorite closing technique when you're 1st in the house?
If you are good at your job, they are buying, you are not selling. By the time you get to the close, the close should be the easiest part, if you have been closing from the second you got there. And...they should feel ZERO pressure. If they feel pressure, you are doing a very bad job!!
"I'll help you decide, even if it's not with me." THAT IS SOOOOO GOOD! I love that and I'm implementing this strategy immediately
Heck yeah! That's wussup.
I don't even sell roofs. This content is so great for sales beginners. Much appreciated!
Agreed
Rock on dude! 🤘 Glad to have you here. A lot of what I teach will apply to all sales. Pumped to see you shape-shifting it ;)
HVAC salesman here, this advice is effective across industries.
Thank you!
Great content and I appreciate the detailed plan to follow through the process and lock in the deal!
Great video!💯
🙏🤘
Adam that was a great video!
Thanks dude!
Thanks Adam.. Concrete contractor.. still improving my processes.. this was good information. I'll take some of these and put into practice
Hey adam! I used this strategy on my first doing a sale estimate and let me tell you it worked. I was the first estimate and i set the example and they didn’t even want the other estimates no more. I appreciate your free content. It means a lot and i bought your book i am excited to read it. Thank you so much man!!
Super appreciate you!
Adam, when you email an estimate to a customer after a home visit, how long should you wait before following up as to not seem pushy?
Great question. I would text them immediately after asking for confirmation that they got it. Then after they respond "YES" -- I'll re-engage with, "What questions do you have for me?" Or I'll address the exact objection they gave me in the house before I left.
Probably a dumb questions
How does the deposit refund work when it comes to contract cancel while using the reversal close?
Respectfully, from someone who has over 30 years in home sales experience, I would NEVER advocate selling a deal on rescission. I have broke records everywhere I have sold. IMHO - the only way to close is a one call close system.
If you educate the customer, treat them respectfully, and learn how to do this without them feeling pressured- you will sell much more.
Those you can not first call close (roughly 20% of people) will NOT recall (no matter how well you educate them or what you put in writing), why you are better quality 2 hours after you leave. Those who do recall will have the road map in hand to help the next guy in to close. “Of course we replace flashing. Of course we replace vents. We use the best Ice and Water on the market. We also are A+ on BBB. The difference is we are $600 cheaper. ……….and your initial is?”
What would be your advice on closing same day when you’ve done the best job you can do and they love you literally but they still want to shop around?
@@abandonedtiger7
If you are doing the job properly, getting tie downs and commitments all the way, you will see the problem less. Example - I first tout our company. I show our A+ BBB. I show and read out loud some of our google reviews. Then I say "Tiger - are we the type company you think you would like to do business with". Get a yes. Show the warranty "Tiger - can we do any better than lifetime? I am sorry we don't do afterlife, but is lifetime good enough for you Tiger?" There are at least ten more tie downs I get. Keep getting them to say yes.
Isolate the objection. Usually, it's price. Have estimates on similar roofs from all the major companies. Show those estimates before you show yours.
It's actually much, much more involved than this. I have mentored one on one and trained small companies in this system before. It is not rocket science.
IMHO unless you are cheapest, it's rare to get a call back. And if you are great, there is no need to be cheapest. You do NOT want to win jobs on price alone. If you leave the table, no matter how great a presentation, 90% of the time, you are done, regardless of how great a company you are, how many awards you won, etc. All you are doing is paving the way for number 2 or number 3 to close them, and providing the dollar figures for them to do it. When I close them I give them the 3 day right to cancel, tell them they can cancel for any reason in the world, whether I like it or not, and also look them straight in the eye "Tiger and Lion - are you both 100% certain you feel comfortable, because if you think you are going to cancel for any reason, I prefer to rip this contract up right now". I then tell them how terrible it is to show up to an appointment as a sales person, drive an hour, not get paid for gas - so let's call company 2 and 3 right now and cancel your appointments. This takes some cajones, but works. Hang on Tiger and Lion - I will put you on speaker now (then call the companies).
When you get good at this, the customer will thank you for NOT pressuring them. The 20% you can't close, you are not closing unless you leave the absolute cheapest price, or the very rare exception they recall your presentation and realize Chuck and a Truck is indeed a poor option, and number 2 and number 3 does not beat price. A bad business model IMHO.
But....do what works. I would say for those unwilling to learn a first call close, then yes, absolutely you have nothing to lose by selling on recission.
@@abandonedtiger7 Tiger - "they love you literally..." . They may love you. I don't think you won their trust!
@@ericwinter3475 thanks for the advice. What I seem to be bumping into is other contractors (mom and pop shops) with a much lower overhead offering the same product same installation and same warranty and labor guarantee as I do for less. What would be an approach to justify paying more for the same thing with me than less from another company as we don’t sell and exclusive product. I’ve heard “sell yourself” or “sell the companies reputation” which works sometimes but majority of the business im losing is to smaller companies with same certification thru manufacture.
I am also in one call closing, I love it and I’m always looking to improve, im terrible at losing
These idiots today do not want to be transparent because they think theybhave to dupe people so they can make max comission. I am in the mind set… Pick a roofer with decent reviews get an asessment with their estimate with all the details and then sit down with insurance papers and compare. Decide what they missed and what contractor may have missed. Decide wherevthe numbers come from and understand what needs suplemented. Nope they just want to deal with insurance and install the shittiest options and get max pay. No thanks!
Definitely not training my sales team to rescission close... this is terrible advice
This is NOT the recision close you may have used decades ago. It's worked incredibly well for me and my people.
It's a rescission close, lol. If you did this in Windows in Tampa, you would be out of business. If someone else gets in the door, it is a MAJOR chance of cancelation.
Ive fired people for closing on ROR