Prospects say “I'm too busy” and you’ll say “...”

do you ever call a prospect and within the first 20 seconds they're like oh you know I'm I'm just too busy can you can you just send me a quote can you can you just email me a proposal if that's you and you fall for that trap come back over here to my VI board I'll actually show you exactly how to handle that where they actually will open up and you can actually have a conversation before you do anything crazy like that okay first of all rule number one if a prospect that you call says

in the first 20 seconds hey I'm just too busy can you email me a quote or can you email me a proposal it's the same thing never say yeah I'll email your proposal because what happens when you do when you've done this before I know you're guilty some of you when you've emailed a quote or a proposal how many of those prospects actually got back to you you didn't even build a gap that there's no trust you didn't find any problems if you just email them a random proposal or a quote are they really going

to give back to you you know they don't so let me show you what to do okay so how do you respond to that I'm going to roleplay this with you and I'm going to show you what to do I'm going to show you exactly what to say and ask and then I'm going to explain what I just did okay here with me all right hey I'm just too busy can you just send me a quote and I'll tell you we'll get back to you if we're interested if we have the budget you hear that

all the time all right so the first thing that you have to learn how to do is you have to agree with them if you start arguing with them if you throw out a rebuttal like well I don't even know if we can help you uh I need to find out some questions first most of your prospects will just click hang up the phone or they'll like uh you know just I don't know if I'm interested like you're going to get sales resistance a lot of the times so what I'm going to do is I'm

going to first agree with them now listen to my tone and watch my body language and my facial expressions that's where the sales made that's where you get the prospect to disarm let their guard down so I'm going to like oh yeah yeah for sure Bill what were you I guess what were you hoping to to get out of the quote now here what I did I'm going to agree with them now what are these little dots those are called what we call verbal pauses I'm going to write this in here small you might not

be see I'm verbal pausing because if I said this thing too fast it's going to go in what one ear out the other because I don't give the prospect enough time to internalize what I just said or what I just asked so I'm going to slow it down oh yeah John for sure that's not a problem what were you uh I guess what were you hoping to see from the The Proposal now see I'm putting that Focus back on them I could say proposal or quote or whatever they said you you could use this for

send me a quote send me a proposal now once again this is only if they say this like in the first 30 seconds or a minute or 2 minutes of a conversation it wouldn't be if they said this 20 minutes in that wouldn't make any sense okay now let's say I do that yeah for sure John what were you I guess what were you hoping to see from the the quote well we you know we want to see if we have the budget for your XYZ product or service because of a b and c now

whatever they say there that's all generic right whatever they say there I could could clarify and probe depending on how they responded but let's just say in this example they're like well we just need to see if we have the budget for your XYZ service okay that's kind of vague so what am I going to do ah okay now it might make more sense for you is before I just send you some random quotes if we understood maybe what you're using for XYZ and kind of the results you're getting from that because you might not

even need us I mean what what do you guys use now for XYZ now let me show you what I just did here again and then I'm going to explain why I said at the end because you might not even need this because you're like Jeremy you can't say that you've got to show them that they need you okay let me show you what I just did and I'll show you psychologically what it does okay you might not be aware of that yet ah okay now it might make more sense for you now why would

I say it might make more sense for you I'm talking to the prospect right I'm trying to I'm helping them see that it might make more sense for them not me I have to get them to feel like me doing this is better for them not better for me are you with me on that oh yeah I can do that it might make sense for for you is before I send you some you know random quotes yeah I'm exaggerating that some R like it's a like a crazy thing to do before I I send you

some random quotes if we understood more about what you're using for XYZ and maybe the results you're getting from that because you might not even need us uh what do you guys use now for XYZ now why on Earth okay now random quotes see I'm using a playful tone there like some random quotes it sounds like it's not a good thing for them okay now if we understood what you're using now it depends on what you sell this is generic of course uh it could be who you're using or it could be what you're using

it depends on your industry and the results you're getting from that now depending on the industry if I sold life insurance what I ever say the results you're getting from that that wouldn't make any sense I'd have to Rel language that so there are some tweaks that you have to learn here this is all generic now here why did I do this because a lot of you are asking like why did you say Jeremy because you might not even need us now notice I'm neutral might might is a neutral word all right now then this

right here and then I immediately go because you might not even need us like what do you use now for XYZ and I first go right in my first what are called neq Situation questions to help me and help the prospect I'm talking to understand what the real situation is now let's go over because I know some of you are asking me why would I say because you might not even need us okay let me ask you I I I'll ask you this question do we know we can help the prospect yes of course we

know you know you can help all these people the problem that you're not maybe understanding is do they know you can help them in the first 30 seconds to 2 minutes of a conversation no they don't know okay they have you have zero trust and probably zero credibility if they're asking that question to send a quot a proposal in the first couple minutes you don't have any trust or credibility yet unless you're the best friend referred them to you which you probably still don't have a lot of trust or credibility okay now what do I

have to do I need to build a gap from where they are to where they want to be to build that trust in credibility hard to do that in 30 seconds or 2 minutes of a conversation okay what is our first job is to get them to let their guard down now how can I get them to let their guard down by saying they might not even need us because you might not even need us that causes the pressure the sales pressure to leave that conversation now we all know I know that by the by

the middle of that conversation by the end of that conversation I can build such a big gap like I said from where they are to where they want to be that at the end they feel it's obvious they need us okay that they have to change their situation but they don't know that in the first 30 seconds or two minutes of a conversation the first thing I got to do is let their guard down because if their guard goes up it's a lot harder to have a conversation right because then they get more defensive there's

more sales resistance I'd rather cause their brain to cause their their guard to go down where they're more open to the conversation so remember I'm going to go through this with you one more time this is really important here I'm going to go through it with you okay uh Prospect says hey I'm just I'm too busy can you just give me a quote and mte if we're interested oh yeah for sure what were you um I guess what were you hoping to to get out of the proposal well we were looking to see if we

could have the budget for your XYZ or if it would work for ABC or whatever ah okay that makes more sense now hey it might it might make more sense for you guys on your end before I just send you some random quotes that you might not even know what they're for is if I understood a little bit more about what you're using for XYZ and maybe even the results you're getting from that because at the end of the day you might not even need our help at all like what do you guys use now

for XYZ and I'm right into the conversation see how I go right into the conversation okay and as you do this especially when you learn Advanced tonality okay now if you learn Advanced tonality because we can train you that okay because are you going to master Advanced tonality from three or four YouTube videos that you saw of us probably not right you need Advanced Training for that when you learn Advanced tonality okay like our clients in our virtual training uh platforms when you learn the tone you're going to notice your prospect just forgets even saying

this up here because typically the reason why they say when you call I'm just too busy can you just send me a proposal is typically your tonality is coming across like you're just a salesperson trying to sell them something you talk too fast fast your tone is too high pitched you're too excited I don't mean be boring but you want to come across as more of an expert you want to trigger curiosity we don't have time to train in that here but this is typically a triggered reaction based off you your tone and what you're

saying and not asking that triggers the prospect to say this it's a defensive mechanism in their brain so what I have to do what I just showed you is a is a way to get them to let their guard down so they open up to that conversation and then I start building the Gap right in my first situation question and they just open right up now hope that helped you today now can I make a suggestion to you if you describe if you want more training like this because what I just showed you there pretty

basic in my mind if you want more training like this so you can sell more of your products and services because we train 161 different Industries including yours watching me here my only suggestion would be is if you dis subscribe to this channel okay even talk today if you subscribe to this channel do not share it with your friends who are in the same industry as you are because you don't want them to learn things like this because then they're going to use it and they're going to compete against you and you're going to lose

some deals so I know you might want to share this type of stuff so you subscribe if you subscribe to the channel make sure you only share it with friends or people that are not in your industry that don't directly compete with you I can assure you you don't want your competitors learning the type of things we show you on this YouTube channel hope that helped you today stay out of trouble