What It's Like In Sales

A $5K win…..!

Let me break this down….I have a US based client that is doing great things with Australian agencies.

Sunday afternoon in the US is Monday morning in Australia.

And my evenings are US midnights.

So while the US slept and dreamed, I had 3 calls at 5pm, 6pm, 7pm Australian time.

These three calls had everything that a Closer sees in his day and has to manage in his mindset.

1 - Disappointment

The 5pm was a no show. I called at the time, sent a text message, called, sent a text, call then sent an email.

II have a sequence for reaching these people and different messaging to get them on the phone for the agreed time.

There is really only one reason people don't turn up for appointments - they have prioritised something else over the meeting. Disappointing, yes.

I was disappointed for THEM, because they missed a chance to change their life and their entire agency business.

2 - Frustration

The 6pm call turned up. Built great rapport, established the gaps in her current approach, pitched the right offer and she liked it.

Then at the crunch got the “I need to talk to my partner” objection. These days I have two go to responses for that, which tend to work.

But on this occasion, couldn’t get past it. She was newly married (like 3 weeks ago) and didnt want to buy something without husband’s agreement.

(Anyone else have this objection before? It’s a first for me!)

3 - Elation

7pm call right on time.

We cover off his big gaps, his aspirations, how much it really means to him.

We get to the pitch, loves it. But the $$ is too high. He has never invested so much before.

I spent the next 10 minutes prodding him and letting him know that materials, coaching and program works - we have seen so many students go through this program and emerge with great agencies. The limiting factor isn't the program, because we have seen it work with so many different people.

The difference is the student, their work ethic, their commitment, their desire to create a great outcome and get away from the 9-5 or the college degree they are not inspired by.

“But, Ive never spent this much before” he said.

“It’s true, its a big amount, but think about where you will be at December 31st 2019 only 3 months away: Either coming out of 2019 on a streak with a well oiled agency looking forward to kicking 2020’s ass with sales and profits or wondering why you cant get leads or close prospects. It your choice - you are really buying a shortcut to bigger profits and saving yourself time and effort”.

“Ok let’s do this”

And he became a client. "Just like that".

Three calls. Three emotions. It sums up this crazy career choice.

But really, deep down, I love helping people and I love closing the right service for the right person.

Its so much more than what people outside the industry think it is. Especially when you get it right.

If you're interested in remote sales, send me a message and I can see whether it's right for you.