0:00

If you're sensing something is off in a sales call and you do nothing about it, then you are

0:04

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

0:14

have nothing to do with the actual pitch. It may very well have to do with what's coming out of

0:21

your mouth and what you're saying, and how you're engaging with your prospects doesn't actually

0:25

align with what's going on in your gut. Say you're 15 minutes into a discovery call with someone, and

0:30

everything about this prospect in this meeting is basically telling you there's no need here.

0:36

There's no urgency. The problem doesn't seem big enough. They don't seem very interested in this

0:41

thing. They don't seem to be in much pain. And you say nothing. You know what's going on with your

0:47

gut. Like, your intuition is telling you something and it doesn't align with what your actions and

0:52

what your words say. That creates a misalignment that has two really significant impacts on you.

0:59

And the first is super practical. It's on your sales, right? So if you were seeing these things

1:04

early in the process and you choose to do nothing, you choose to say nothing. You choose just like

1:09

you just go with the flow. Then the likelihood of those deals is low, right? Like the probability of

1:15

actually closing those very low. You end up wasting a bunch of time. You end up wasting a

1:20

bunch of resources, a bunch of energy. Like even as you're creating the proposal, you're like, I don't

1:26

think this is going to work, right, but you do it anyway. Like you're just like you're investing the

1:30

time. Sure, you get to the end and you get ghosted. You get told like fly a kite or your prices are

1:36

way too expensive and you don't even have the ability to kind of overcome that. And the worst

1:41

part about this whole thing is you get to the end and you're like, I kind of knew it, right? Like, I, I

1:47

kind of knew it was going to be too expensive. I mean, in fact, when I mentioned price like two

1:51

weeks ago, like they, they basically, you know, got up out of their chair, but I didn't do anything.

1:56

Right. And that's the frustrating part. You haven't gotten the deal and you've wasted a lot of time.

2:01

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

2:11

when you're spending it or investing it into these deals that you know, have obstacles that you

2:17

know, have objections, and you spotted those things days, weeks in advance and never address them at

2:23

that time. All of that time is just basically lost. And that's again, not good on sales and not good

2:28

from a time allocation standpoint. Now the second issue is actually internal, right? Like what it

2:33

does to you as a person when you're when you're going through the motions and you're doing this.

2:38

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

2:52

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

3:05

room or you don't want to, you know, like upset the apple cart like you wanted to keep this, you know,

3:10

nice and steady. And if I address that thing, it might get a little uncomfortable. So those candid

3:14

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

3:27

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

3:37

across the room. It's like creates this internal conflict because you are

3:43

suppressing what you think you're suppressing what you what you want to say. You're avoiding

3:48

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

4:01

to meetings. Over time, it changes the the way that you project yourself. And it changes. Obviously,

4:08

like I was saying before, it changes the results that you're getting, which also adds to this. So if

4:13

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

4:28

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

4:58

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

5:09

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.

6:20

And I, I know that you're just trying to get a lay of the land of like, what you what you'd be

6:25

working with and everything you said, but I, I feel like an idiot. Okay, first of all, thank you. Like,

6:30

that's like, thank you for being candid. Second of all, completely understood. That's that's not how I

6:35

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

6:51

going and it's rolling, and you've got a rep hired and they're, you know, they're they've got pipeline.

6:57

Go. Just walk me through that. Let's start there and work backwards. And he said, okay, Eddie. And he

7:02

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,

7:17

and then we're gonna help him manage them. 50 minutes later, that's what happened. And it was

7:20

because stopped and said, ah, it's I sense something is off here. Let's address

7:27

that. Instead of me continuing to go through my process, which, by the way, would have been a

7:32

complete waste of time and maybe, maybe made him feel more like shit. I had more questions to like,

7:37

understand now. Hopefully I would have picked up on it, but you know what I mean. Like, I would have

7:41

wasted my time in that call on something that was already making him uncomfortable. And you know, if

7:47

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.

8:14

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

8:30

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

9:17

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

9:38

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

10:01

prospect will actually appreciate the candor, because it's a it's a show of respect, in my view,

10:08

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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10:29

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10:39

you in the next video or the next email. Adios.