Forcing Sales Calls Will Lose You Deals · Selling Online / Prime Mover

Tony Klein

Aug 12 • Intro's & General Discussion

Forcing Sales Calls Will Lose You Deals

You might be asking yourself right now, “What does he mean by forcing?”

Here’s exactly what that means:

- doing it your way

- forcing outcomes

- controlling prospects out of fear

“How does it lose me deals?”

Let’s answer that next, through this interactive story.

Have you ever got obsessed with someone? Perhaps, when you dated someone that made your heart sink deeper than the titanic

Think of her or him yet? Now think about what you did in order to fulfill your fearful, prideful, outcome based desires

If you were anything like me, you thought about them almost all day, you wanted to talk to them all day, you wanted to be a part of their life almost every second of the day

But this is not Hollywood’s fairytale happy ending, this is reality.

Therefore, what usually happens?

You get rejected.

That hurts, doesn’t it?

You know why it happens?

Because you were FORCING something.

For me, when I saw a really cute girl in high school I was always…

- trying to talk to them all day

- trying to get them to respond back to my text messages

- thinking about them all day

I was forcing all these outcomes out of my own pride of “dating the really pretty girl in high school”, and out of the fear that I will be lonely forever

“Ok Tony, but what does this have to do with sales?”

Glad you asked, because sales is like dating. In fact, it is dating

You’re on the call to sell yourself, that you’re worth the time, worth the money to spend, that you’re worth the effort to talk to

And when you force dating outcomes like I used to years and years ago, the other person pulls back.

This is with everything in life, not just sales and dating.

You try to force a cat to come to you, it runs away, or if you chase after it, it scratches you.

But if you wait and just relax and open yourself up, the cat feels your presence and is drawn towards you, then it rubs its body on your leg (which feels very nice I may add)

Same thing with sales, if you try and FORCE an outcome by

- Overtalking & not letting the buyer think

- Discount dumping

- False urgency

- Being condescending

- Winning the argument, losing the sale

- Guilt-tripping

- Implying scarcity that doesn’t exist

- Forcing false “either/or” choices

And etc….

… You will not be able to close ANY deals

And in the very rare cases you do close, the customer will come back 3 days later asking for a refund

Since there’s no way out of this way of closing, we have to close differently. We have to close from a place of POWER. A place of LOVE.

What does that look like?

The cat example. Relax, chill, be cool, let the cat come to you

Let me give you my own example, which will make 100% more sense

In high school I always was envious of a student in the same grade who was the big name of the school

And it made sense why. He’s the typical good looking, charming, and soft spoken person girls loved being around

Even I, being a straight male, was charmed by his charm

It didn’t help that he could play the guitar and drums, every girls dream (a man that plays music)

Just imagine how he’s making the ladies feel!

So one day, after being envious enough, I finally went up to him with devious (but curious) intent, barely seeing each other a few times before and maybe sharing a few words before, I asked him, “what’s your secret?”

-details might get distorted, it was over 3 years ago-

Visibly confused, he said “what?”

I expanded, “how are girls so interested in you?”

Now understanding what I meant, he simply said

(this was what bothered me)

“Oh I’m just not that interested in girls and getting into a relationship”

That moment changed everything for me

To cut the story at it’s peak, that’s how we ought to be in sales

We have to not care about what other people think of us, and to serve them through LOVE and POWER!

We must serve our prospects, to give them the best service, to give them clarity, to give them certainty, to help them have belief in themselves and us!

Without you operating from a place of fear, needing to close

LET GO.

Love isn't about who’s right or wrong, love isn’t prideful, love does not envy. Love is patience, it is kind, it endures, it is long-suffering, it is unconditional. That’s how we ought to serve our prospects!

It has nothing to do about us (notice the qualities above)

But everything to do about them!

Being patient with the prospect

Having humility to take on their perspective

Enduring their struggles with them and guiding them

Helping them make the best choices no matter the conditions

That’s POWER!

To end this off, close from a place of LOVE and of POWER. Not from FEAR and FORCE!

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