Most improved? Bedside manner? Hardest worker? Smart, but lazy?
Can you believe that someone called me passive aggressive?
If you read the passive aggressive article, you should realize that I've been the way that I am for a long time. I don't believe in 'selling' people. I don't use sales tricks. I don't force people to buy from me. I don't care until they care..... a lot!
"Is it 3 months or 6 months? The tough one is how we determine "new" business. Can we cover that on a call?"
I replied, "How would you define new business? If you've added $200K in 3 months, why would we continue?"
"I need to get my head around defining new business. Either way Rick I'm confident it's a good investment."
Here's another (partial exchange) that happened when a prospect called and left a voice mail after I told them that I wouldn't work with them.
I realize that this got long. Sorry, but here are the three takeaways that I'd like you to get.
- Did you notice that I didn't talk about the reasons that they should work with me, but helped them realize what they don't get if they don't? (The consequences.)
- Did you notice that they come up their own personally compelling reasons to work with me? All I did was ask questions and repeat history.
- Who drove the process?
If you're already awesome....
If you have more money than you need....
If you've blown every 2014 goal away already....
If you're always in control of your business....
there's no need for us to talk,
but if you're dissatisfied, want more or don't know, do this before EOD Tuesday.