0:00
If you're sensing something is off in a sales call and you do nothing about it, then you are
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killing the deal before it ever got started. One of the reasons that you may be struggling in
0:09
sales may have nothing to do with your process, may have nothing to do with your your product may
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have nothing to do with the actual pitch. It may very well have to do with what's coming out of
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your mouth and what you're saying, and how you're engaging with your prospects doesn't actually
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align with what's going on in your gut. Say you're 15 minutes into a discovery call with someone, and
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everything about this prospect in this meeting is basically telling you there's no need here.
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There's no urgency. The problem doesn't seem big enough. They don't seem very interested in this
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thing. They don't seem to be in much pain. And you say nothing. You know what's going on with your
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gut. Like, your intuition is telling you something and it doesn't align with what your actions and
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what your words say. That creates a misalignment that has two really significant impacts on you.
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And the first is super practical. It's on your sales, right? So if you were seeing these things
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early in the process and you choose to do nothing, you choose to say nothing. You choose just like
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you just go with the flow. Then the likelihood of those deals is low, right? Like the probability of
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actually closing those very low. You end up wasting a bunch of time. You end up wasting a
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bunch of resources, a bunch of energy. Like even as you're creating the proposal, you're like, I don't
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think this is going to work, right, but you do it anyway. Like you're just like you're investing the
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time. Sure, you get to the end and you get ghosted. You get told like fly a kite or your prices are
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way too expensive and you don't even have the ability to kind of overcome that. And the worst
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part about this whole thing is you get to the end and you're like, I kind of knew it, right? Like, I, I
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kind of knew it was going to be too expensive. I mean, in fact, when I mentioned price like two
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weeks ago, like they, they basically, you know, got up out of their chair, but I didn't do anything.
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Right. And that's the frustrating part. You haven't gotten the deal and you've wasted a lot of time.
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And time is. It is your most precious asset. It is your most valuable asset. And how
2:08
you allocate it is going to determine how successful you are as a salesperson or not. So
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when you're spending it or investing it into these deals that you know, have obstacles that you
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know, have objections, and you spotted those things days, weeks in advance and never address them at
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that time. All of that time is just basically lost. And that's again, not good on sales and not good
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from a time allocation standpoint. Now the second issue is actually internal, right? Like what it
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does to you as a person when you're when you're going through the motions and you're doing this.
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And I think this is a the bigger issue actually, because when you as a salesperson
2:45
just play the nice guy, right? When you avoid candid conversations, when you don't address
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things that your intuition and your gut says need to be addressed when you spot an obstacle or
2:59
an objection and you're afraid to talk about it because you don't want to create tension in the
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room or you don't want to, you know, like upset the apple cart like you wanted to keep this, you know,
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nice and steady. And if I address that thing, it might get a little uncomfortable. So those candid
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conversations about price, you avoid them. Those times that you sit and let somebody just waste
3:20
your time. Right. Like completely disengaged, curt, rude answers, you know, sitting on their phone. Like
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I said, like. And and you don't do anything when you do that consistently. When you quiet yourself,
3:32
when you when you make yourself smaller in order to protect the feelings of the other person
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across the room. It's like creates this internal conflict because you are
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suppressing what you think you're suppressing what you what you want to say. You're avoiding
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saying what you really need to say and what you want to say. And what that does is it just erodes
3:54
your confidence. Over time, it chips away at how you feel and it changes the energy that you bring
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to meetings. Over time, it changes the the way that you project yourself. And it changes. Obviously,
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like I was saying before, it changes the results that you're getting, which also adds to this. So if
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you're not getting results on top of going into meetings and feeling like, gosh, let that person
4:17
run all over me, or I was afraid to say this thing or, you know, I didn't address like something that
4:22
was clearly obvious and it bit me in the ass later. Doing that over time isn't a good way to
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make a living. That is not how you as a person build yourself up over time and you spend a lot
4:33
of time working. So that is, at least for me, how I want to spend the better part of my day. Okay, like
4:39
I want to be real. I want to be honest. I want to be, like, aware of what my my intuition is telling
4:45
me. I want to be able to trust it. I want to have human conversations, authentic conversations, even
4:49
if those are candid conversations, even if it creates a little bit of tension, even if it
4:54
requires challenging a prospect. Those are the things that when you do that consistently over
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time, you will build your confidence as a person outside of sales like. But you will build your
5:04
confidence as a person and you will end up getting more deals and feel better about it in
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the process. Okay, now let me tell you about a call that I had recently where this this played out
5:14
and I was on it was a virtual sales call. And he was he was talking about our fractional sales
5:19
management program. He had booked in a call. And so we get into this and it was like maybe, maybe ten
5:24
minutes or so. And his body language is like most of the time his head was down.
5:31
Um, you know, his answers were were few sentences here and there, uh, just the tone of the
5:38
call and the energy and, like, it just it just screamed, dude, you don't want to be here or you're
5:43
angry or you're distracted, or I said something like, I don't know, I don't I don't know what that
5:48
is. So I stopped and I said, hey, Gary, can I ask you a candid question? He He's like, yeah, sure. Why are
5:54
we here today? I mean, you booked the call. I'm sure that you don't have have time to waste. Um, like, as
5:60
we're going through this, I just kind of sense maybe you're you're distracted or or disengaged
6:05
or or maybe somewhere else, and I. Is it is it something that I asked or something that I said
6:10
or is it's not a good time? Do you want to you want to reschedule this any pause? Any chuckled a
6:16
little bit and he says, I don't have any of the answers that you're you're asking questions to.
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And I, I know that you're just trying to get a lay of the land of like, what you what you'd be
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working with and everything you said, but I, I feel like an idiot. Okay, first of all, thank you. Like,
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that's like, thank you for being candid. Second of all, completely understood. That's that's not how I
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intended it. So sorry if it, you know, if it made you feel that way. So tell you what. Why don't we
6:39
just scrap all that? Let's just pretend that we're building on an empty lot, and you tell me what you
6:46
want this to look like when, you know, 18 months from now, right? Like we've gotten this process
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going and it's rolling, and you've got a rep hired and they're, you know, they're they've got pipeline.
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Go. Just walk me through that. Let's start there and work backwards. And he said, okay, Eddie. And he
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starts mapping that out. Right. And he starts and he sits up. His body language changes. His energy
7:08
changes. My energy changes. 50 minutes later, he is signed up. We are going to help him build the
7:14
sales process. We're going to help him with the playbooks. We're going to help him recruit a rep,
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and then we're gonna help him manage them. 50 minutes later, that's what happened. And it was
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because stopped and said, ah, it's I sense something is off here. Let's address
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that. Instead of me continuing to go through my process, which, by the way, would have been a
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complete waste of time and maybe, maybe made him feel more like shit. I had more questions to like,
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understand now. Hopefully I would have picked up on it, but you know what I mean. Like, I would have
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wasted my time in that call on something that was already making him uncomfortable. And you know, if
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the purpose of, you know, discovery is identifying pain and probably cool. Done. Got it. Now let's move
7:52
on. Let's talk about the prescription of what this is. Right. So that's what I mean by calling it out
7:58
by trusting your intuition in your gut. So this happens a lot actually. I mean when this pricing
8:04
is a really common one, you know, when, when we mentioned pricing or when you mentioned pricing,
8:08
you may see somebody shift, you may see a body language change or a facial expression something.
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And a lot of people just let that go. Well, if it's me, I'm going to say, hey, I
8:20
noticed, you know, if it was Gary. Hey, hey, notice Gary when I mentioned the, you know, the price
8:25
there, you kind of made a shift a little bit. If I, if I may ask, is that because it's way more than
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you were expecting, or is that because it's it's way less than you're expecting? Um. And they'll
8:35
tell you. Right. But instead of ignoring it and never addressing it or trying to address it way
8:41
later in the process, just hit on it, right? Like just actually stop, pause. Human to human. Have
8:48
the conversation. I'm not saying you don't have to be a douche about it, you know, to be, you know,
8:51
disrespectful. Like you don't want to be an asshole. Tonality is everything. Delivery is
8:56
everything. Also, don't make assumptions about what you think it is. Like with Gary, I could have
9:00
thought, wow, maybe he's just an asshole, right? Like, maybe. Well, that's not it, right? So don't make
9:04
assumptions. Don't, you know, don't deliver it the wrong way. But when you do this the right way, you
9:10
will earn credibility from your prospects because they will respect you more for being willing to
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deal with a little bit of tension and a little bit of discomfort in order to have some
9:22
boundaries, right? Like and have some self-respect and, and demonstrate, you know, project some
9:27
confidence so your earned credibility you will close more deals, which, by the way, also feels a
9:32
lot better, like sales is a lot more fun when you're when you're closing deals and you as a
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human will feel better about yourself in this process, and you won't let sales be
9:45
something that chips away and makes you feel Feels smaller and instead allows it to be a
9:51
platform for you to get stronger, for you to get more confident, for you to step into those
9:56
conversations. And they get easier over time. Way easier. So you'll be shocked at how many times the
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prospect will actually appreciate the candor, because it's a it's a show of respect, in my view,
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and I have yet to actually have it backfire on me when it's when it's delivered the right way. So I
10:13
hope that's helpful. If it has been subscribed to the channel, we've got more sales tips every
10:17
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10:23
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10:39
you in the next video or the next email. Adios.