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What you Say Isn't What's Heard

How valuable would it be to know what your prospect is thinking in real time?

In the real-world example below, I’m the prospect considering enrolling in a paid training program

Granted, I’m not your typical buyer sales & marketing business development consultant for over two decades.

At the end is a Sales Genius Mindset tip to

closing more deals | making more money.

My unspoken thoughts are in highlighted in blue.

The Backstory

I’d attend a free webinar on a subject that interests me. because the promo made the content seem very worthwhile.

A second unannounced speaker touched a few points on an unrelated subject that intrigued me. I signed up for a “Discovery Call” with Mike (not his real name)

Below is a summary of how the call went.


His calendar invite included a rather long and very personal pre-call questionnaire. (Wow, this guy is serious. He doesn’t take just anyone into his program.) I answered all his questions honestly while feeling rather vulnerable. (could I trust him?)

Step 2 There was also a must watch video before you could “qualify” for the call. (Do I have time for this? Wonder why he’s requiring it?) The video was about his story. Where he came from. Why he does what he does etc. I’d heard the same story on the free webinar. (Maybe there was a gem of wisdom at the end. It was “required”) I listened to the entire video waiting for the gem that never came.

The Call

Bonding and Rapport Building

Mike started the call saying “Before I tell you about my program, tell me a little more about yourself? (Does he want personal or professional? That’s a pretty open-ended question. My story is rather long. Didn’t he read the questionnaire I filled out?

Does he want the long or short version?) Not knowing what he wanted, I gave him a thumbnail professional overview.

At this point he caught me off guard by saying, “I don’t think you should do my program right now.” (I love his integrity. Yes, I can trust him to tell the truth. Who would say that and why?) I’ve said the same thing many times when my LinkedIn Marketing Campaign wasn’t a fit for a client. (I’m really impressed. He’s not trying to “sell” me)

The Sale Breaks Down

I knew him from the webinar, liked him before we got on the call or there wouldn’t have been a call. He’s already told me this wasn’t the right timing which built my trust. At this point, I’m definitely a warm prospect.

Without skipping a beat, he asks, “Why did you reach out to me.” I told him that some of the things he said resonated with me. That’s when the call started going off track.

No matter what I said, he went back to his own story. (Maybe he was trying to impress upon me that he understood and could relate. Gosh, he’s a self-absorbed guy lacking empathy. Does this guy have any depth or is his story all he has?) I knew his story from the required pre-call video.

He never asked me any “pain” questions like “what’s my number one frustration? What concerns me the most? (Obviously he had no interest in me or my business).

Business Model

He began to describe his program as a series of automated video lessons. I knew almost instantly that his approach wouldn’t work for me. The only time you work with him is with a weekly group Q & A call. (Nah, not going to disclose personal stuff to strangers.

His program was priced higher than most video series. Another content driven “do it-yourself” program. I really don’t like those types of programs. Never works for me) The fee to work one-on-one with him was triple the automated program.

Convoluted close

He had said early in the call that he didn’t think I should do his program now. (why is he telling me about it.Maybe I ought to stretch both my finances and mind-set regarding automated video programs.)

Then he asked if I’d consider doing the other guy’s program as well. They had a special deal going. The two combined were less than half his normal fee (something’s not right here. Where did this come from?) It was a definite NO at this point. Rather than saying No, I told him I’d be back in January. (Lying doesn’t matter. I’m out of here)

Sales Genius Tip

The power is in the question! Ask more - talk less

What keeps you up at night?

What's your number one priority right now?

What do you want to know about me?

Sales is a noble profession. It's an art and a skill but more than anything else, successful sales is directly related to your mindset. Money mindset to be specifice.

Do you qualify? Are you willing to dig a bit deeper than the average person.

If you answered YES, then check out Sales Genius Mindset for yourself or your team.

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