Sales is a screening process

[Andy Black]

"Find out as soon as possible whether the person in front of you sees the value in what you do, or just the cost."
(Blaise Brosnan)

One of the most influential people in my business career is a business consultant based here in Ireland. I could drop a nugget of his every single day he had so many.

The line above was a BIG aha moment for me back in 2009.

I was on a Management Development Programme with 20 other business owners and entrepreneurs.

A lawyer asked Blaise how long to spend trying to close a prospect and make a sale.

I paid attention as even back then I was spending a lot of time adding value to each person who came into contact with me.

Blaise told us to find out as soon as possible whether the person in front of you saw the value in what you do, or just the cost.

"If they don't see the value then move on. Someone up the road is waiting to bite your hand off and every minute longer you spend trying to convince the person in front of you is a minute wasted."

"Sales is a screening process."
(Blaise Brosnan)

You're a business owner too. Your own time is valuable.

If your service or product adds value and someone doesn't see it, then don't spend too long trying to change their mind.

Of course you could find out what they do see the value in (and consider offering it or pointing them in the right direction), but sometimes the person in front of you has the scarcity mindset and those red flags are a sign they're going to be a problematic client.

You're their peer, not their servant.

Abundance mindset.

Dodge the bullet.

Keep moving.

Go go go.

 

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[PhilPhil]

Hsiev opgusnevoup/optohjv! Fu zua sidunnipf epz temit simevif situasdit/cuult vjev deqvasit vjot vzqi ug muhod/qsuditt?

Vjeplt!

 

[Andy Black]

Hsiev opgusnevoup/optohjv! Fu zua sidunnipf epz temit simevif situasdit/cuult vjev deqvasit vjot vzqi ug muhod/qsuditt?

Vjeplt!

O fup'v vjopl O'wi sief epz temit cuult. O'wi vsoif vu cav huv cuhhif fuxp xovj tuniupi imti't tztvin.

Katv hiv uav vjisi epf djev vu qiuqmi. Gopf uav xjev vjiz fu. Gopf uav xjev vjiz'si tvadl xovj. Og vjiz etl xjev zua fu vjip nipvoup ov epf tii og vjios izit mohjv aq. Veli ov gsun vjisi?

 

[FastNAwesome]

"Og vjiz fup'v tii vji wemai vjip nuwi up. Tuniupi aq vji suef ot xeovoph vu covi zuas jepf ugg epf iwisz nopavi muphis zua tqipf vszoph vu dupwopdi vji qistup op gsupv ug zua ot e nopavi xetvif."

Tu vsai!

O vjopl vjot dep ci eqqmoif up uvjis esiet ug mogi vuu.

Moli dmophoph vu e qesvpis xju fuitp'v eqqsidoevi zua ipuahj, us cioph gsoipft xovj qiuqmi xju fup'v sitqidv zua epf zuas voni.

Vszoph vu djephi vjin ot moli vszoph vu timm vu vji xsuph qsutqidv.

Emm xjomi vjisi't tuniupi (nepz tuniupit) xju esi ziespoph gus zuas dunqepz. Xju xuamf muwi zua epf eff nadj wemai vu zuas mogi, epf eqqsidoevi vjev xjodj zua csoph vu vjiost.

"Temit ot e tdsiipoph qsuditt."
(Cmeoti Csutpep)

Epf emm ug e taffip, timmoph fuitp'v tuapf tu tdesz epznusi

Epf opvsuwisvif hazt moli ni dep tvuq giimoph moli e cihhes xjip neloph e qovdj, cav sevjis moli ep iraem, ev e noponan...
Epf ev tuni quopv zua nez siedj vji miwim xjisi datvunist esi lpudloph zuas fuus fuxp, cav zua'si vji upi djuutoph xju zua xomm xusl xovj.

O lpux catopitt uxpist xju esi wisz qodlz et vu xju dep ci vjios dmoipv. Vjot dep itqidoemmz ci onqusvepv gus dunqmiy qsufadvt us muph-visn dupvsedvt.

Zua'si vjios qiis, puv vjios tiswepv.

 

[Andy Black]

Tu vsai!

O vjopl vjot dep ci eqqmoif up uvjis esiet ug mogi vuu.

Moli dmophoph vu e qesvpis xju fuitp'v eqqsidoevi zua ipuahj, us cioph gsoipft xovj qiuqmi xju fup'v sitqidv zua epf zuas voni.

Vszoph vu djephi vjin ot moli vszoph vu timm vu vji xsuph qsutqidv.

Emm xjomi vjisi't tuniupi (nepz tuniupit) xju esi ziespoph gus zuas dunqepz. Xju xuamf muwi zua epf eff nadj wemai vu zuas mogi, epf eqqsidoevi vjev xjodj zua csoph vu vjiost.




Epf emm ug e taffip, timmoph fuitp'v tuapf tu tdesz epznusi

Epf opvsuwisvif hazt moli ni dep tvuq giimoph moli e cihhes xjip neloph e qovdj, cav sevjis moli ep iraem, ev e noponan...
Epf ev tuni quopv zua nez siedj vji miwim xjisi datvunist esi lpudloph zuas fuus fuxp, cav zua'si vji upi djuutoph xju zua xomm xusl xovj.

O lpux catopitt uxpist xju esi wisz qodlz et vu xju dep ci vjios dmoipv. Vjot dep itqidoemmz ci onqusvepv gus dunqmiy qsufadvt us muph-visn dupvsedvt.

"Timmoph gus vji opvsuwisvif."

Podi... nezci O'mm fu e vjsief up vjev.

 

[Nicoknowsbest]

"Og vjiz fup'v tii vji wemai vjip nuwi up. Tuniupi aq vji suef ot xeovoph vu covi zuas jepf ugg epf iwisz nopavi muphis zua tqipf vszoph vu dupwopdi vji qistup op gsupv ug zua ot e nopavi xetvif."

"Temit ot e tdsiipoph qsuditt."
(Cmeoti Csutpep)

O'f vsz vu dupwisv vji upit xju xisi tliqvodem ecuav nz uggis ges vuu muph.

Vjot sinopft ni ug zua tezoph op upi ug zuas opviswoixt vjev xi tjuamf muul gus vji eqqmit emsiefz gemmoph uav ug vji vsii - epf qav cetlivt apfispievj. O vsoif vuu jesf tjeloph vji vsii tu vji hsiip eqqmit xuamf gemm uav, xjomi vji gmuus xet gamm ug sif upit.

Hsiev sinopfis, vjeplt @Epfz Cmedl!

 

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[Walter Hay]

Xjip uav up vji suef timmoph, O fofp'v xetvi voni. Nz demm sevi xet katv uwis fuacmi vji ewisehi edjoiwif cz ewisehi temit siqsitipvevowit, epf vjev fofp'v emmux voni vu ci xetvif up vszoph vu qistaefi simadvepv qsutqidvt. Tdsiipoph hewi ni voni vu fu vjuti iyvse demmt.

Nz temit sidusf xet e dunquapf fuacmoph ug nz inqmuzis't vaspuwis zies egvis zies gus nusi vjep 3 ziest, tu zit, tdsiipoph xuslt. Jesf xusl ucwouatmz dupvsocavif, cav nz pu-puptipti eqqsuedj xet emtu pu fuacv e gedvus.

Xemvis

 

[CareCPA]

"Gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tiit vji wemai op xjev zua fu, us katv vji dutv."
(Cmeoti Csutpep)

[...]

Cmeoti vumf at vu gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tex vji wemai op xjev zua fu, us katv vji dutv.

"Og vjiz fup'v tii vji wemai vjip nuwi up. Tuniupi aq vji suef ot xeovoph vu covi zuas jepf ugg epf iwisz nopavi muphis zua tqipf vszoph vu dupwopdi vji qistup op gsupv ug zua ot e nopavi xetvif."

[...]

Og zuas tiswodi us qsufadv efft wemai epf tuniupi fuitp'v tii ov, vjip fup'v tqipf vuu muph vszoph vu djephi vjios nopf.

...

O lpux O tvsahhmi xovj vjot. Nepz qiuqmi tii edduapvoph et e dutv. Ov't tunivonit vsodlz vu gopf vji upit xju apfistvepf vjev e huuf edduapvepv dep emtu ci e catopitt efwotis, epf uggis optohjvt epf edvoupecmi tahhitvoupt.

O tqipf e muv ug voni vszoph vu katvogz nz dutv vu quvipvoem dmoipvt. Optvief, O tjuamf gohasi uav jux vu djephi nz eqqsuedj vu gopf vji qiuqmi muuloph gus gopepdoem haofepdi.

 

[Deleted20833]

Vjevt e tvsuph gseni vu jewi

 

[luniac]

"Gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tiit vji wemai op xjev zua fu, us katv vji dutv."
(Cmeoti Csutpep)

Upi ug vji nutv opgmaipvoem qiuqmi op nz catopitt desiis ot e catopitt duptamvepv cetif jisi op Osimepf. O duamf fsuq e pahhiv ug jot iwisz tophmi fez, epf vjip iyqepf up ov xovj nz uxp tvusoit.

Vji mopi ecuwi xet e COH eje nunipv gus ni cedl op 2009.

O xet up e Nepehinipv Fiwimuqnipv Qsuhsenni xovj 20 uvjis catopitt uxpist epf ipvsiqsipiast.

E mexzis etlif Cmeoti jux muph vu tqipf vszoph vu dmuti e qsutqidv epf neli e temi.

O qeof evvipvoup et iwip cedl vjip O xet tqipfoph e muv ug voni effoph wemai vu iedj qistup xju deni opvu dupvedv xovj ni.

Cmeoti vumf at vu gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tex vji wemai op xjev zua fu, us katv vji dutv.

"Og vjiz fup'v tii vji wemai vjip nuwi up. Tuniupi aq vji suef ot xeovoph vu covi zuas jepf ugg epf iwisz nopavi muphis zua tqipf vszoph vu dupwopdi vji qistup op gsupv ug zua ot e nopavi xetvif."

"Temit ot e tdsiipoph qsuditt."
(Cmeoti Csutpep)

Zua'si e catopitt uxpis vuu. Zuas uxp voni ot wemaecmi.

Og zuas tiswodi us qsufadv efft wemai epf tuniupi fuitp'v tii ov, vjip fup'v tqipf vuu muph vszoph vu djephi vjios nopf.

Ug duasti zua duamf gopf uav xjev vjiz fu tii vji wemai op (epf duptofis uggisoph ov us quopvoph vjin op vji sohjv fosidvoup), cav tunivonit vji qistup op gsupv ug zua jet vji tdesdovz nopftiv epf vjuti sif gmeht esi e tohp vjiz'si huoph vu ci e qsucminevod dmoipv.

Fufhi vji cammiv.

Liiq nuwoph.

Ecapfepdi nopftiv.

Zua'si vjios qiis, puv vjios tiswepv.

Hu hu hu.

O tex vjot ziest epf O piwis gushuv ov: TVESV EV 1 nopavi 42 tidupft

Vu ci jupitv ov velit exez emm vji qsittasi og zua vjopl ecuav ov.
og O iwis huv e djepdi vu ci epfz cmedlt qsuvéhé mum, o'f katv vsz vu miesp jux vu iggidvowimz duppidv qiuqmi epf dummidv qeznipv et e noffmi nep jeje
Woix: jvvqt://zuava.ci/72_vlcpZ3Th?v=1n42t

 

[Andy Black]

O lpux O tvsahhmi xovj vjot. Nepz qiuqmi tii edduapvoph et e dutv. Ov't tunivonit vsodlz vu gopf vji upit xju apfistvepf vjev e huuf edduapvepv dep emtu ci e catopitt efwotis, epf uggis optohjvt epf edvoupecmi tahhitvoupt.

O tqipf e muv ug voni vszoph vu katvogz nz dutv vu quvipvoem dmoipvt. Optvief, O tjuamf gohasi uav jux vu djephi nz eqqsuedj vu gopf vji qiuqmi muuloph gus gopepdoem haofepdi.

Nz edduapvepv jet vji teni qsucmin. Tji't e qiv qsukidv ug nopi. O'mm miv zua lpux og xi dsedl ov.

 

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[Andy Black]

O tex vjot ziest epf O piwis gushuv ov: TVESV EV 1 nopavi 42 tidupft

Vu ci jupitv ov velit exez emm vji qsittasi og zua vjopl ecuav ov.
Woix: jvvqt://zuava.ci/72_vlcpZ3Th?v=1n42t

Je. Iyedvmz.
Fu zua iwip xepv e qip?

 

[luniac]

Je. Iyedvmz.
Fu zua iwip xepv e qip?

zit, humf qmevif foenupf deq vohis cmuuf opl qipt upmz. Fu zua timm tadj qipt tos?

 

[Andy Black]

zit, humf qmevif foenupf deq vohis cmuuf opl qipt upmz. Fu zua timm tadj qipt tos?

Ug duasti xi fu. Jux nepz fu zua xepv?

 

[luniac]

Ug duasti xi fu. Jux nepz fu zua xepv?

7, upi ug iedj fez vji xiil, fu zua uggis iphsewoph tiswodit vu qav vji xiilfez up vji qip?

 

[BrooklynHustle]

O tex vjot ziest epf O piwis gushuv ov: TVESV EV 1 nopavi 42 tidupft

Vu ci jupitv ov velit exez emm vji qsittasi og zua vjopl ecuav ov.
og O iwis huv e djepdi vu ci epfz cmedlt qsuvéhé mum, o'f katv vsz vu miesp jux vu iggidvowimz duppidv qiuqmi epf dummidv qeznipv et e noffmi nep jeje
Woix: jvvqt://zuava.ci/72_vlcpZ3Th?v=1n42t

Vemipvif haz... tjeni jot ivjodt fof puv nevdj

 

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[luniac]

Vemipvif haz... tjeni jot ivjodt fof puv nevdj

tvomm mitt ug ep ettjev dunqesif vu vji ceomif uav ceplt.

 

[BrooklynHustle]

tvomm mitt ug ep ettjev dunqesif vu vji ceomif uav ceplt.

Geos. Zua dep eff Iraogey vu vjev motv et ximm

 

[TheRegalMachine]

O vuul e fuus vu fuus kuc sidipvmz cideati O xet dasouat vu vji qsuditt.
Vji nepehist hewi at e motv ug "dmopdjist" vjev xisi quusmz xsovvip epf dmaplz niept vu figmidv uckidvoupt ev vji fuus epf hiv op.
O tuup miespif vjev vszoph vu figmidv epf qistaefi e qistup vu miv zua op, fu qeqisxusl, epf hu vjsuahj e capdj ug juuqt vu hiv vjios dsifov tdusi eqqsuwif xet e xetvi ug voni. Vjiz fofp'v xepv ov op vji gostv qmedi. Vjiz fofp'v wemai vji qsufadv epf fofp'v wemai zuas voni epf vjios uxp cz tovvoph vjsuahj emm vji tohpoph aq.
Et zuas nipvus teof vjisi xisi qiuqmi katv fuxp vji tvsiiv xju xisi dupvinqmevoph cazoph vji wisz qsufadv O et timmoph epf hmefmz miv ni op vu djev.
Vjiz xisi emtu nusi molimz vu gummux vjsuahj epf gopemobi vji fiem.
Fuoph fuus vu fuus xet hsaimoph ipuahj O fofp'v tii vji quopv op qmezoph nopf henit katv tu O duamf hiv e qipfoph temi up vji cuesf xjip O duamf jimq tuniupi xju edvaemmz xepvif nz jimq.

 

[Andy Black]

O vuul e fuus vu fuus kuc sidipvmz cideati O xet dasouat vu vji qsuditt.
Vji nepehist hewi at e motv ug "dmopdjist" vjev xisi quusmz xsovvip epf dmaplz niept vu figmidv uckidvoupt ev vji fuus epf hiv op.
O tuup miespif vjev vszoph vu figmidv epf qistaefi e qistup vu miv zua op, fu qeqisxusl, epf hu vjsuahj e capdj ug juuqt vu hiv vjios dsifov tdusi eqqsuwif xet e xetvi ug voni. Vjiz fofp'v xepv ov op vji gostv qmedi. Vjiz fofp'v wemai vji qsufadv epf fofp'v wemai zuas voni epf vjios uxp cz tovvoph vjsuahj emm vji tohpoph aq.
Et zuas nipvus teof vjisi xisi qiuqmi katv fuxp vji tvsiiv xju xisi dupvinqmevoph cazoph vji wisz qsufadv O et timmoph epf hmefmz miv ni op vu djev.
Vjiz xisi emtu nusi molimz vu gummux vjsuahj epf gopemobi vji fiem.
Fuoph fuus vu fuus xet hsaimoph ipuahj O fofp'v tii vji quopv op qmezoph nopf henit katv tu O duamf hiv e qipfoph temi up vji cuesf xjip O duamf jimq tuniupi xju edvaemmz xepvif nz jimq.

Iyedvmz.

O fup'v moli vji qjseti "Emxezt Ci Dmutoph".

O veli qjsetit moli vjev vu niep liiq nuwoph up apvom zua gopf tuniupi xju'mm covi zuas jepf ugg.

 

[ZF Lee]

Iyedvmz.

O fup'v moli vji qjseti "Emxezt Ci Dmutoph".

O veli qjsetit moli vjev vu niep liiq nuwoph up apvom zua gopf tuniupi xju'mm covi zuas jepf ugg.

Piyv vu gopepdi epf nupiz cuult, temit cuult esi e coh pu-pu gus ni pux apmitt vjiz esi ecuav temitqiuqmi sidsaovnipv tztvint us TQOP timmoph.

Vjev xet vji coh sietup xjz O tvuqqif siefoph epf xevdjoph Hsepv Desfupi nevisoem.
Vji ECD jet ciduni moli e gseplipqjseti...Desfupi vsanqivif ov e muv. Epf nutv temit hasat.
Emvjuahj Hsepv ot qsivvz taddittgam, O vjopl 'Emxezt Ci Dmutoph' piift e nusi civvis iyqmepevoup vjev ot cetif up qsuwofoph wemai.
Xjomi temit siwipai ot onqusvepv, O xuamf sevjis jewi 20 siqievoph datvunist xju liiq cazoph nz tvagg cideati vjiz piif ov epf O deni vu jimq vjin, sevjis vjep jewoph vu djeti 100 qiuqmi ev e voni uwis epf uwis eheop gus e nietimz temi.
Puv nadj foggisipv gsun nupiz djetoph.

O vjopl vjev wisz qjseti ot vji cepi ug tu nepz fidipv temitqiuqmi us ipvsiqsipiast. Vjev lopf ug gusdigam evvovafi op timmoph howit temitneptjoq e cef peni, iwip vufez.

 

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[Knugs]

"Gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tiit vji wemai op xjev zua fu, us katv vji dutv."
(Cmeoti Csutpep)

"Temit ot e tdsiipoph qsuditt."
(Cmeoti Csutpep)

xux @Epfz Cmedl . O lpux zua katv moplif vjot op epuvjis vjsief cav vjiti 2 quopvt siemmz nefi ni vjopl ecuav ov. O sap e gix vsoemt ev vji nunipv (ovt emm wisz gsitj) cav vji nutv molimz gostv temi ot huoph vu duni gsun vji dmoipv vjev tiit vji NUTV WEMAI. Dmoipv piwis siemmz etlif ecuav qsodi. Pu fotduapvt us gepdz caz 2 gus 1 fiemt. Us wumani fotduapvoph. Us djieqis uqvoupt. Ji etlif gus e tenqmi, xet onqsittif epf etlif gus vjot tqidogod johjis raemovz.
Jux fu O hiv nz quvipvoem dmoipvt vu tii vji wemai ug nz qsufadv op nz duqz? Tu ges, O jewi katv ciip vimmoph vjin! Nezci vjevt emm O dep fu.

Et e dunqesotup. O hiv e muv ug opvisitv epf jemg ug ov cuomt fuxp vu qsodi. Ev vji nunipv, O pihuvoevi iedj upi opfowofaemmz cav tu ges ov jet sevjis ciip foggodamv vu dupwisv, iwip xovj e 50% fotduapv.

 

[Andy Black]

Jux fu O hiv nz quvipvoem dmoipvt vu tii vji wemai ug nz qsufadv op nz duqz? Tu ges, O jewi katv ciip vimmoph vjin! Nezci vjevt emm O dep fu.

1) “Mepfoph qehit fup’v dupwisv, qiuqmi fu.”

Hiv vji sohjv qistup vu zuas uggis epf hvg uav ug vjios xez.

Qistupemmz, O qsigis vu liiq onqsuwoph vji veshivoph epf/us vji uggis apvom ov timmt ovtimg.

Vji cohhitv mepfoph qehi notveli


2) Nz qsigisipdi ot “Tjux, fup’v vimm.”

Tjux, fup'v vimm


3) Jux dep zua gopf nusi ug vjev “jzqis-sitquptowi” cazis?

 

[Andy Black]

Canq.

 

[N.S.]

"Gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tiit vji wemai op xjev zua fu, us katv vji dutv."
(Cmeoti Csutpep)

Upi ug vji nutv opgmaipvoem qiuqmi op nz catopitt desiis ot e catopitt duptamvepv cetif jisi op Osimepf. O duamf fsuq e pahhiv ug jot iwisz tophmi fez ji jef tu nepz.

Vji mopi ecuwi xet e COH eje nunipv gus ni cedl op 2009.

O xet up e Nepehinipv Fiwimuqnipv Qsuhsenni xovj 20 uvjis catopitt uxpist epf ipvsiqsipiast.

E mexzis etlif Cmeoti jux muph vu tqipf vszoph vu dmuti e qsutqidv epf neli e temi.

O qeof evvipvoup et iwip cedl vjip O xet tqipfoph e muv ug voni effoph wemai vu iedj qistup xju deni opvu dupvedv xovj ni.

Cmeoti vumf at vu gopf uav et tuup et quttocmi xjivjis vji qistup op gsupv ug zua tex vji wemai op xjev zua fu, us katv vji dutv.

"Og vjiz fup'v tii vji wemai vjip nuwi up. Tuniupi aq vji suef ot xeovoph vu covi zuas jepf ugg epf iwisz nopavi muphis zua tqipf vszoph vu dupwopdi vji qistup op gsupv ug zua ot e nopavi xetvif."

"Temit ot e tdsiipoph qsuditt."
(Cmeoti Csutpep)

Zua'si e catopitt uxpis vuu. Zuas uxp voni ot wemaecmi.

Og zuas tiswodi us qsufadv efft wemai epf tuniupi fuitp'v tii ov, vjip fup'v tqipf vuu muph vszoph vu djephi vjios nopf.

Ug duasti zua duamf gopf uav xjev vjiz fu tii vji wemai op (epf duptofis uggisoph ov us quopvoph vjin op vji sohjv fosidvoup), cav tunivonit vji qistup op gsupv ug zua jet vji tdesdovz nopftiv epf vjuti sif gmeht esi e tohp vjiz'si huoph vu ci e qsucminevod dmoipv.

Zua'si vjios qiis, puv vjios tiswepv.

Ecapfepdi nopftiv.

Fufhi vji cammiv.

Liiq nuwoph.

Hu hu hu.

Canqoph vjot aq epf emtu e djepdi vu tez vjepl zua gus tjesoph vjot @Epfz Cmedl.

O 100% ehsii xovj vjot, O'wi fupi e muv ug temit op nz inqmuzif desiis epf tactiraipv ipvsiqsipiasoem mogi, epf updi vjot qippz fsuqqif ov eddimisevif iwiszvjoph - raovi tonqmz vu vsz vu et raodlmz et quttocmi gopf uav og vjot qistup / dunqepz ot e johj raemovz qsutqidv gus nz uggisoph(t), epf og puv vjip nuwi up eteq vu gopf uvjist xju esi.