We've all been there. ​ The prospect agrees to meet with you. ​ Then poof. You're ghosted. ​ Here's some phraseology I learned from Chris Voss that works surprisingly well when prospects ghost you. ​ Example for a proposal meeting: ​ "Have you passed on the proposal meeting?" ​ Other ways to say it: ​ "Have you put the proposal meeting on ice?" "Have you given up on the proposal meeting?" "Seems like you're putting the proposal meeting on the back burner." ​ The psychology? ​ People are hard-wired to have their actions be congruent with their words. Tell someone you'll pick them up at 6, show up at 7, and you feel bad. It's called cognitive dissonance. ​ When I use this tactic, I typically see a 35% response rate in about 5 minutes. ...And for the other 65%, you can follow up afterwards with this email: ---------------- Hey (Name), It looks like you decided to pass on our proposal meeting, which is not a problem at all. Based on your initial interest, it seems like I messed something up along the way. You're going to think this is a huge imposition, but would you be open to providing some feedback so I can improve? Did you think the price would be too high? Confused about our services? Did you get distracted binge-watching Game of Thrones? Either way, I know there’s lots of stuff competing for your time and attention. Thanks for giving us a look. Best, (Name) ---------------- ​ The best part? ​ If people don't respond, it's a gift. You now have time to spend with people who are motivated to speak with you. ​ Don't invest time with people who don't invest time with you.

You’re in the middle of your proposal, your prospect interrupts you and says, “I’ve seen enough. Show me the price.” How do you respond? Most salespeople try to defer pricing until they’ve shown “value” by saying something like this: “We can certainly get to the price, but before we do, I’d like you to see the value in what I’m offering. And I can’t do that until we go over all the details first. Responses like these destroy trust because it feels like you’re hiding something. You’re subconsciously saying, “That’s a dumb question.” The prospect feels like their parents are scolding them. My take? Questions aren’t something you dodge; they’re something you answer. Salespeople don’t determine value; buyers do. And buyers can’t determine value without price. So if a prospect asks for the price, tell them the price, even if it’s a range. Like this: Prospect: “I’ve seen enough show me pricing.” Salesperson: “It’s between 2-4K per month.” Then stop talking. Here’s how this typically plays out. Prospect: “Wow, that seems high.” Salesperson: “Seems like affordability might be an issue for you.” (Labeling: Chris Voss) From there, you might discover that price isn’t the real objection. Prospects: “Well, actually, we only can handle about 20 more customers a month, and your plan shows 40.” Or “This isn’t something we’re looking to do this quarter.” You get the idea. You’re seeing if the price is a smokescreen for other concerns. Or you might discover price is their only concern: Prospect: “It is. The price is more than I expected.” Salesperson: “I’m sorry. What did you expect?” Prospect: “$500 per month.” Salesperson: “Sounds like you’ve seen comparable solutions in that price range.” Prospect: “I haven’t, but this just seems high to me.” Detach from the outcome. Salesperson: “It feels like we should scale back the proposal and review some other options in your price range.” Prospect: “Yes. That would be great.” The takeaway? Let go of holding price hostage.

Just hit send. It works every time. Someone messaged me the other day and asked: “Hey man, does this cold outreach stuff actually work?” My answer? Yep! 100%. They reply if interested or not interested. If they don't reply, then not interested. Either way, it works. See, the win isn’t just in the response. The win is in the clarity. You stop guessing. You start filtering. You don’t need everyone. You just need the right ones. Outreach is simple: → Make the offer clear → Make it easy to say yes (or no) → Don’t take either personally * *Read that last one again: "Don't take either personally." Because... Rejection isn’t what stops you; it's your ego. It’s about making the ask, showing up consistently, and letting the right doors open. If you’re not getting replies, tweak the message. If you’re afraid to hit send, tweak your mindset. Cold outreach works... when you do.

When your intent is to get a sale or a meeting, it creates anxiety because you’re attaching your self-worth to an outcome. If you don't achieve the desired results, those anxious feelings intensify. However, there is a way out of this cycle. One powerful approach is to let go of the assumption that everyone wants what you're selling. By detaching from the outcome and shifting your focus to the process, you can liberate yourself from the grip of anxiety. Recognize that you have no control over how others interpret your message or whether they respond. You also cannot dictate when or if people will buy. What you can control is your own actions you take during the process. Take charge of who you reach out to, the number of people you contact, and the way you convey your message. Embrace the process and concentrate on refining your outreach efforts. Be open to the possibility that you’re not a fit for everyone. By acknowledging this, you free yourself from the pressure to please everyone and allow space for connections with those who resonate with your offer. Shifting your mindset and focusing on the process rather than obsessing over the outcome, you empower yourself to approach sales with a renewed sense of confidence. Different intent. Different feelings. Different mindset. Different results. The joy of selling happens when you detach from the outcome and focus on the journey itself.

The difference between zero and momentum is one conversation. Here’s what to do: 1. Follow up with 5 people. Not tomorrow. Today. The money is almost always in the follow-up. 2. Send 10 short value-first messages. Point them to a resource, a new insight, or a quick win. Start conversations, not pitches. 3. Post a client result. You don't need 100 case studies. One win + one lesson = credibility. 4. Ask for an intro. “Who’s one person you know who I might be able to help?” Simple. 5. Make one new offer today. Create urgency. Offer a deal. Give people a reason to act now. Sales isn’t magic. Sales is motion. Today’s the day. Move!