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Top OBJECTIONS in Roofing Sales (And EXACTLY What to Say Back)

📅 December 11, 2025 ⏱️ 26:57 🎤 Adam Benzman

Chapters

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  • 0:00
    Understanding Objections
    The episode begins by defining common objections like 'I have to think about it' and 'I need to talk to my spouse' as indicators of distrust and insufficient information.
  • 1:45
    Importance of Information
    It highlights that customers make decisions when all their questions are answered and feel comfortable with the information provided.
  • 2:19
    Tailoring Sales Presentations
    The host introduces a formula for explaining everything, involving customizing presentations based on seven different customer scenarios related to the insurance claims process.
  • 7:06
    Overcoming 'Think About It'
    This section provides a script for acknowledging and reassuring customers who say they need to think about it, taking ownership, and drawing out their underlying questions.
  • 8:53
    Addressing Insurance Company Objection
    The episode explains how to educate homeowners on the insurance claim process when they state they want their insurance company to handle it, acknowledging their normalcy and outlining potential outcomes.
  • 18:29
    Handling Deductible Objections
    The discussion moves to three ethical and legal ways to help homeowners who can't afford their deductible, including utilizing actual cash value payments and offering financing.
  • 26:49
    Overcoming 'Already Working with Someone'
    A 'one simple question' technique ('When did you sign?') is introduced to determine if a customer is genuinely working with another contractor or just providing a smoke screen, and how to respond in either case.
  • 35:00
    Addressing 'Lower Estimate' Objection
    This segment teaches how to educate homeowners about the perils of non-itemized estimates, highlighting the hidden costs and quality issues, and differentiating one's company through transparency and a price lock guarantee.

Speakers

A
Adam Benzman
Host

Key Takeaways

✦

Address 'I have to think about it' by taking ownership and asking specific questions to uncover hidden concerns or lack of information.

✦

Customize your sales presentation based on the customer's specific insurance claim scenario (no claim, partial payment, denial, check in hand) to provide relevant value.

✦

Educate homeowners on the entire insurance claim process, including potential outcomes and the importance of contractor involvement, to build trust and confidence.

✦

Offer solutions for deductible concerns by explaining actual cash value (ACV) payments for non-roof items or providing financing options.

✦

When a homeowner says they're 'already working with someone,' ask 'When did you sign?' to determine if it's a genuine commitment or an opportunity to present your services.

✦

Counter 'lower estimates' by explaining the dangers of non-itemized bids, highlighting potential quality compromises, and providing a detailed, itemized estimate with a price lock guarantee.

✦

Always emphasize transparency, accountability, and the long-term value your company provides, distinguishing yourself from competitors who offer vague or incomplete proposals.

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