And when he finally got me to have a conversation with
Posted: Wed Jan 29, 2025 9:45 am
Jeb: Well, it was a really simple thing that you did, and it’s the most important discipline in sales. You asked. That was it. I mean, you know, the thing about being an author is that your podcast adds value to me because you were able to broadcast my message to your audience and introduce me to your audience.
So only a fool would would say, “Oh, I don’t want to, I don’t want to have a conversation with you about my book.” On the other hand, I’m like so many other people that salespeople are reaching out to. I’m busy, I’m running, I’m trying to juggle a million things at one time. I get a thousand emails a day.
I get all of these people asking for my time. There’s a line, every day, of people who want my time. And what you have to do is you have to ask, and then you have to ask again, and you have to ask again, and you have to ask again, and you have to keep on asking until you get the person’s attention. And sometimes, when you ask enough times, you earn the right to have them have a conversation with you.
In my book, Objections, I tell a story about a sales philippines telegram data representative from the UK who sold me a software solution. And he called me 71 times. And that didn’t include the emails, that didn’t include the stalking on LinkedIn. That was 71 actual phone calls. He got me on the phone a handful of times. I told him no, that I wasn’t interested.
But he never quit. him, it was after I figured that he wasn’t going to go away, so I might as well talk to him and listen to him. He ended up selling me. He closed the business on the phone. I gave him my credit card, set up the initial pilot account with him. And his software changed our company. We’ve doubled the sales of our company for three years in a row just because this guy never gave up and he brought such value.
And it’s the same thing with you guys. You didn’t give up. And you said earlier, I’m a really, really hard person to get on the show. It’s not because I don’t want to, it’s not because I don’t have a desire to have these types of conversations. It’s just because my schedule is so packed, and that’s true for almost everybody today.
The hardest ask in sales, the hardest ask in life, is for someone’s time, because it is the one thing that we can’t make more of. And it is the one thing that we don’t have enough of. So congratulations to you guys for following exactly what we teach in Fanatical Prospecting, which is to be persistent, ask, and don’t take no for an answer. You got to keep on asking.
So only a fool would would say, “Oh, I don’t want to, I don’t want to have a conversation with you about my book.” On the other hand, I’m like so many other people that salespeople are reaching out to. I’m busy, I’m running, I’m trying to juggle a million things at one time. I get a thousand emails a day.
I get all of these people asking for my time. There’s a line, every day, of people who want my time. And what you have to do is you have to ask, and then you have to ask again, and you have to ask again, and you have to ask again, and you have to keep on asking until you get the person’s attention. And sometimes, when you ask enough times, you earn the right to have them have a conversation with you.
In my book, Objections, I tell a story about a sales philippines telegram data representative from the UK who sold me a software solution. And he called me 71 times. And that didn’t include the emails, that didn’t include the stalking on LinkedIn. That was 71 actual phone calls. He got me on the phone a handful of times. I told him no, that I wasn’t interested.
But he never quit. him, it was after I figured that he wasn’t going to go away, so I might as well talk to him and listen to him. He ended up selling me. He closed the business on the phone. I gave him my credit card, set up the initial pilot account with him. And his software changed our company. We’ve doubled the sales of our company for three years in a row just because this guy never gave up and he brought such value.
And it’s the same thing with you guys. You didn’t give up. And you said earlier, I’m a really, really hard person to get on the show. It’s not because I don’t want to, it’s not because I don’t have a desire to have these types of conversations. It’s just because my schedule is so packed, and that’s true for almost everybody today.
The hardest ask in sales, the hardest ask in life, is for someone’s time, because it is the one thing that we can’t make more of. And it is the one thing that we don’t have enough of. So congratulations to you guys for following exactly what we teach in Fanatical Prospecting, which is to be persistent, ask, and don’t take no for an answer. You got to keep on asking.