WEBVTT
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One of the other experiences that, um, was a massive mind shift for me was the actual sales process itself.
00:00:07.099 --> 00:00:15.269
Um, so I started getting lots more inspections, uh, more people being receptive to me and I would get my opportunity to give a presentation.
00:00:15.759 --> 00:00:18.390
And I did like most other people did.
00:00:18.390 --> 00:00:20.440
I said, Hey, I've got this valuable stuff.
00:00:20.859 --> 00:00:22.339
Here's everything that's wrong.
00:00:22.730 --> 00:00:24.699
You would want me to do your work for you.
00:00:24.699 --> 00:00:28.210
This is how we do your work, uh, sign here type of thing.
00:00:28.679 --> 00:00:31.769
And what I realized I was still focused more on me.
00:00:31.809 --> 00:00:38.390
I was focused on me getting an agreement signed versus, uh, really truthfully serving them.
00:00:39.189 --> 00:00:41.420
And I kept getting the same thing over and over.
00:00:41.420 --> 00:00:46.049
And anytime I start getting the same thing over and over again, I really start thinking like, why am I getting that?
00:00:46.520 --> 00:00:48.679
And I was getting a very common objection.
00:00:48.700 --> 00:00:50.869
The one that was, I need to think about it.
00:00:51.619 --> 00:00:55.020
And I have an extensive sales training background.
00:00:55.020 --> 00:00:57.890
I've been through like all the different sales stuff that you can imagine.
00:00:58.490 --> 00:01:04.239
And one of those things is whenever you start getting that, you need to assess what your presentation looks like.
00:01:04.944 --> 00:01:11.305
And what I realized is I was only giving part of the story and that part of the story was the part of the story focused on me.
00:01:11.305 --> 00:01:12.635
I need to get this agreement signed.
00:01:12.635 --> 00:01:14.834
So let's get to there, get this agreement signed.
00:01:15.385 --> 00:01:19.364
And what I was actually leaving out was the rest of the story for the homeowner.
00:01:20.135 --> 00:01:22.045
So I can remember this specifically.
00:01:22.500 --> 00:01:29.310
Um, I had been signing at about a 30 to 40 percent clip of people that I met and I wanted to increase that.
00:01:29.340 --> 00:01:30.099
I was like, come on.
00:01:30.540 --> 00:01:39.409
In what we did, it was literally a free roof for the price of a deductible, but this applies whether it's insurance work or retail work, it doesn't matter.
00:01:39.959 --> 00:01:44.030
It's giving the whole story instead of just your story.
00:01:44.680 --> 00:01:50.709
And so, uh, I sat down with this homeowner, I went through everything and we got to the end of it.
00:01:50.719 --> 00:01:54.189
And I'm like, hey, with your approval right here, I'll get to work with your insurance company.
00:01:54.700 --> 00:01:56.329
And I said, you know what, we need to think about it.
00:01:56.659 --> 00:01:58.109
And I went through my objection stuff.
00:01:58.109 --> 00:01:58.780
OK, great.
00:01:58.799 --> 00:02:00.980
I completely understand that it's a big decision.
00:02:01.484 --> 00:02:02.564
Uh, exactly.
00:02:02.564 --> 00:02:04.174
What is it that you need to think about?
00:02:04.215 --> 00:02:06.864
Is it the working with your insurance company?
00:02:06.875 --> 00:02:08.604
Is it me or is it my company?
00:02:08.764 --> 00:02:14.125
So giving them three choices, all of them things that I could actually walk further on with the objection.
00:02:15.365 --> 00:02:21.050
And they said, Well, to be honest with you, we're not sure exactly what's going on.
00:02:22.159 --> 00:02:24.479
I said, well, you have damage to your property.
00:02:24.500 --> 00:02:25.729
You need somebody to help you with it.
00:02:25.870 --> 00:02:26.750
I'm that guy.
00:02:26.909 --> 00:02:27.740
That's what's going on.
00:02:28.639 --> 00:02:28.759
Yeah.
00:02:28.759 --> 00:02:29.969
But what happens after that?
00:02:30.750 --> 00:02:36.379
And I would never forget that when they said that it clicked, like why I'd been missing all the other stuff.
00:02:36.770 --> 00:02:40.159
I didn't tell him what happens after we meet with the insurance company.
00:02:40.594 --> 00:02:45.375
What it actually looks like to work with us, how we were going to get an order put together.
00:02:45.375 --> 00:03:07.754
Really, their only job was to pick out a color for their home makeover, how we were going to protect their home, how we were going to keep the job safe, how we were going to install it, how we were going to clean up, how we were going to do a final inspection, how they were going to get everything paid for, like all these pieces that need to be put together in order so that you had the full story from start.
00:03:07.930 --> 00:03:17.250
Me knocking on your door today to finish paid for and everything smooth and stress free so that there is nothing to think about.
00:03:17.689 --> 00:03:21.439
We have to really consider what that means when somebody says they need to think about us.
00:03:21.800 --> 00:03:24.280
Is it that they need to think about you because they don't like you?
00:03:24.310 --> 00:03:28.419
That's a possibility, but very rare, maybe less than 10 percent of the cases.
00:03:28.979 --> 00:03:36.810
Then you have this other group of people that the money's either too much or they're, if you're in retail and they just truly can't afford you, or.
00:03:37.180 --> 00:03:42.000
If you're an insurance, they're trying to take advantage of the situation with their insurance company.
00:03:42.580 --> 00:03:47.979
And then finally, the third one is you just haven't given them the whole story so they can't tell you what's missing.
00:03:49.050 --> 00:03:51.719
These people were wise enough to tell me like something's missing.
00:03:51.719 --> 00:03:53.650
I don't know what it is, but I just don't get it.
00:03:54.504 --> 00:03:56.014
Thankfully, they said they didn't get it.
00:03:56.044 --> 00:04:00.145
I'd asked that question before and nobody had ever told me that back.
00:04:00.594 --> 00:04:04.414
Once I understood that, I quickly adjusted while I was there.
00:04:04.414 --> 00:04:09.064
I said, Oh, let me, let me tell you exactly what's going to happen after we meet with your insurance company.
00:04:09.625 --> 00:04:14.245
So those of you in retail out there, like what's going to happen after they sign that contract today?
00:04:14.615 --> 00:04:17.485
What's it going to look like for them to truly work with you?
00:04:18.045 --> 00:04:19.444
How is it going to go with production?
00:04:19.454 --> 00:04:20.915
How are orders going to be happening?
00:04:20.944 --> 00:04:22.495
How's material going to get delivered?
00:04:22.915 --> 00:04:31.935
How is the entire process going to go from A to Z so that at the end of the story, it says the end and everything is super clear.
00:04:32.105 --> 00:04:38.415
Once you have that down and you can process that, the objection of needing to think about it goes away.
00:04:38.855 --> 00:04:44.444
So now I have why I need to give a presentation in a way that makes it clear for everybody.
00:04:44.925 --> 00:04:48.074
Again, this is thing of not understanding why we're doing something.
00:04:48.410 --> 00:04:55.639
So it takes the purpose out of it and we start just repeating what it is that we've been taught without any reason for it.
00:04:55.939 --> 00:04:56.980
No purpose behind it.
00:04:57.000 --> 00:05:04.379
Once we understand purpose, we have understanding which allows us to act with wisdom in the choices that we make out there.
00:05:04.980 --> 00:05:06.220
It changed radically.
00:05:06.230 --> 00:05:12.569
My, my closing percentage went from 30 to 40 percent in the insurance world to 85 percent overnight.
00:05:13.050 --> 00:05:16.680
Like literally 85 percent of the people, if they had damage on it, they were my customer.
00:05:18.290 --> 00:05:31.300
That's the difference between having a great presentation that truly serves your client, making the picture clear for them versus the short version that serves you of trying to get an agreement done as fast as you possibly can.
00:00:00.040 --> 00:00:06.969
One of the other experiences that, um, was a massive mind shift for me was the actual sales process itself.
00:00:07.099 --> 00:00:15.269
Um, so I started getting lots more inspections, uh, more people being receptive to me and I would get my opportunity to give a presentation.
00:00:15.759 --> 00:00:18.390
And I did like most other people did.
00:00:18.390 --> 00:00:20.440
I said, Hey, I've got this valuable stuff.
00:00:20.859 --> 00:00:22.339
Here's everything that's wrong.
00:00:22.730 --> 00:00:24.699
You would want me to do your work for you.
00:00:24.699 --> 00:00:28.210
This is how we do your work, uh, sign here type of thing.
00:00:28.679 --> 00:00:31.769
And what I realized I was still focused more on me.
00:00:31.809 --> 00:00:38.390
I was focused on me getting an agreement signed versus, uh, really truthfully serving them.
00:00:39.189 --> 00:00:41.420
And I kept getting the same thing over and over.
00:00:41.420 --> 00:00:46.049
And anytime I start getting the same thing over and over again, I really start thinking like, why am I getting that?
00:00:46.520 --> 00:00:48.679
And I was getting a very common objection.
00:00:48.700 --> 00:00:50.869
The one that was, I need to think about it.
00:00:51.619 --> 00:00:55.020
And I have an extensive sales training background.
00:00:55.020 --> 00:00:57.890
I've been through like all the different sales stuff that you can imagine.
00:00:58.490 --> 00:01:04.239
And one of those things is whenever you start getting that, you need to assess what your presentation looks like.
00:01:04.944 --> 00:01:11.305
And what I realized is I was only giving part of the story and that part of the story was the part of the story focused on me.
00:01:11.305 --> 00:01:12.635
I need to get this agreement signed.
00:01:12.635 --> 00:01:14.834
So let's get to there, get this agreement signed.
00:01:15.385 --> 00:01:19.364
And what I was actually leaving out was the rest of the story for the homeowner.
00:01:20.135 --> 00:01:22.045
So I can remember this specifically.
00:01:22.500 --> 00:01:29.310
Um, I had been signing at about a 30 to 40 percent clip of people that I met and I wanted to increase that.
00:01:29.340 --> 00:01:30.099
I was like, come on.
00:01:30.540 --> 00:01:39.409
In what we did, it was literally a free roof for the price of a deductible, but this applies whether it's insurance work or retail work, it doesn't matter.
00:01:39.959 --> 00:01:44.030
It's giving the whole story instead of just your story.
00:01:44.680 --> 00:01:50.709
And so, uh, I sat down with this homeowner, I went through everything and we got to the end of it.
00:01:50.719 --> 00:01:54.189
And I'm like, hey, with your approval right here, I'll get to work with your insurance company.
00:01:54.700 --> 00:01:56.329
And I said, you know what, we need to think about it.
00:01:56.659 --> 00:01:58.109
And I went through my objection stuff.
00:01:58.109 --> 00:01:58.780
OK, great.
00:01:58.799 --> 00:02:00.980
I completely understand that it's a big decision.
00:02:01.484 --> 00:02:02.564
Uh, exactly.
00:02:02.564 --> 00:02:04.174
What is it that you need to think about?
00:02:04.215 --> 00:02:06.864
Is it the working with your insurance company?
00:02:06.875 --> 00:02:08.604
Is it me or is it my company?
00:02:08.764 --> 00:02:14.125
So giving them three choices, all of them things that I could actually walk further on with the objection.
00:02:15.365 --> 00:02:21.050
And they said, Well, to be honest with you, we're not sure exactly what's going on.
00:02:22.159 --> 00:02:24.479
I said, well, you have damage to your property.
00:02:24.500 --> 00:02:25.729
You need somebody to help you with it.
00:02:25.870 --> 00:02:26.750
I'm that guy.
00:02:26.909 --> 00:02:27.740
That's what's going on.
00:02:28.639 --> 00:02:28.759
Yeah.
00:02:28.759 --> 00:02:29.969
But what happens after that?
00:02:30.750 --> 00:02:36.379
And I would never forget that when they said that it clicked, like why I'd been missing all the other stuff.
00:02:36.770 --> 00:02:40.159
I didn't tell him what happens after we meet with the insurance company.
00:02:40.594 --> 00:02:45.375
What it actually looks like to work with us, how we were going to get an order put together.
00:02:45.375 --> 00:03:07.754
Really, their only job was to pick out a color for their home makeover, how we were going to protect their home, how we were going to keep the job safe, how we were going to install it, how we were going to clean up, how we were going to do a final inspection, how they were going to get everything paid for, like all these pieces that need to be put together in order so that you had the full story from start.
00:03:07.930 --> 00:03:17.250
Me knocking on your door today to finish paid for and everything smooth and stress free so that there is nothing to think about.
00:03:17.689 --> 00:03:21.439
We have to really consider what that means when somebody says they need to think about us.
00:03:21.800 --> 00:03:24.280
Is it that they need to think about you because they don't like you?
00:03:24.310 --> 00:03:28.419
That's a possibility, but very rare, maybe less than 10 percent of the cases.
00:03:28.979 --> 00:03:36.810
Then you have this other group of people that the money's either too much or they're, if you're in retail and they just truly can't afford you, or.
00:03:37.180 --> 00:03:42.000
If you're an insurance, they're trying to take advantage of the situation with their insurance company.
00:03:42.580 --> 00:03:47.979
And then finally, the third one is you just haven't given them the whole story so they can't tell you what's missing.
00:03:49.050 --> 00:03:51.719
These people were wise enough to tell me like something's missing.
00:03:51.719 --> 00:03:53.650
I don't know what it is, but I just don't get it.
00:03:54.504 --> 00:03:56.014
Thankfully, they said they didn't get it.
00:03:56.044 --> 00:04:00.145
I'd asked that question before and nobody had ever told me that back.
00:04:00.594 --> 00:04:04.414
Once I understood that, I quickly adjusted while I was there.
00:04:04.414 --> 00:04:09.064
I said, Oh, let me, let me tell you exactly what's going to happen after we meet with your insurance company.
00:04:09.625 --> 00:04:14.245
So those of you in retail out there, like what's going to happen after they sign that contract today?
00:04:14.615 --> 00:04:17.485
What's it going to look like for them to truly work with you?
00:04:18.045 --> 00:04:19.444
How is it going to go with production?
00:04:19.454 --> 00:04:20.915
How are orders going to be happening?
00:04:20.944 --> 00:04:22.495
How's material going to get delivered?
00:04:22.915 --> 00:04:31.935
How is the entire process going to go from A to Z so that at the end of the story, it says the end and everything is super clear.
00:04:32.105 --> 00:04:38.415
Once you have that down and you can process that, the objection of needing to think about it goes away.
00:04:38.855 --> 00:04:44.444
So now I have why I need to give a presentation in a way that makes it clear for everybody.
00:04:44.925 --> 00:04:48.074
Again, this is thing of not understanding why we're doing something.
00:04:48.410 --> 00:04:55.639
So it takes the purpose out of it and we start just repeating what it is that we've been taught without any reason for it.
00:04:55.939 --> 00:04:56.980
No purpose behind it.
00:04:57.000 --> 00:05:04.379
Once we understand purpose, we have understanding which allows us to act with wisdom in the choices that we make out there.
00:05:04.980 --> 00:05:06.220
It changed radically.
00:05:06.230 --> 00:05:12.569
My, my closing percentage went from 30 to 40 percent in the insurance world to 85 percent overnight.
00:05:13.050 --> 00:05:16.680
Like literally 85 percent of the people, if they had damage on it, they were my customer.
00:05:18.290 --> 00:05:31.300
That's the difference between having a great presentation that truly serves your client, making the picture clear for them versus the short version that serves you of trying to get an agreement done as fast as you possibly can.
