Hi,

People always complain about getting old but there are also perks to getting up there in years.

One of the perks? Experience.

Saves sooooo much time.

I think experience mostly boils down to you learning from mistakes so you don't fail in the same way going forward.

Had this happen recently:

Name of a prospect pops up during a team meeting. I know the name because he has been wanting to work with us for a while now. But he had doubts.

That's fine. It happens.

One of my team members reached out to talk to him.

30 minute conversation. Answered all questions. Everything was crystal clear.

But... the prospect still didn't pull the trigger.

So a week later I reached out to ask if he was ready to get started.

He sent me another list of questions. Stuff like:

"I know you guys do this all the time and I've seen case studies, but can you give me extra guarantee X and extra guarantee Y?"

"My uncle said he tried this Google thing once and it didn't work out, what do you think of that?"

"I was looking online and I found another guy that does roughly the same thing you guys do, but he charges less money. Can you do it for less?"​ ​ There was more, but you get the idea.

Young inexperienced Arno would have gone through this entire list and answered every point. Would have taken me at least an hour.

Experienced Arno knows that would not solve anything.

If someone has received all the information AND gotten the chance to ask extra questions AND he is STILL shopping around? Still questioning his decision? Still heavily in doubt?

It's probably not the right moment for him to make this move.

So I told him:

"if you have doubts about this and you don't think now is the right time to start working together, I think you shouldn't move forward."

If you're in sales (and we all are, even if your business card says something else) it's NOT your job to cram stuff down people's throat. That's how salespeople got their horrendous reputation in the first place.

I hate high pressure sales. Just leads to angry and disappointed people.

Your job as a salesperson is to see if your product/service is a good fit for the guy you're talking to.

If yes -> you make the sale.

If no -> you don't make the sale

If not right now -> you don't make the sale NOW but follow up later

Very simple. Saves everyone time. Makes all parties a lot happier.

Try it out.

Arno

P.S. We help local businesses rank at the top 3 in Google in their market so that people looking for your service will find you and do business with you.

If you'd like to see if we're a good match, just reply to this email and we'll see if we can work something out.