Sales is a lot like poker. You don’t play your hand, you play the man in front of you. You don’

0:00We are a data consulting company. As we do about 500k, I'd like to get to 1.2 million. Our biggest issue is leads, leads, and leads. >> How do you charge? >> Hourly. >> Hourly? >> Yes. >> Oh. >> [laughter] >> Oh. Oh, dear me. Let's just get you to 1.2 million and get you no more customers and just change how you bill. How about that? Let me give you a really sexy thing. I want you to give five one-on-one calls away for free as the offer.

0:26Now, there's an asterisk there that it's only for companies that meet your criteria. I think your offer needs to be around the ROI and you need to use something called a calculator close. So, if you say, "Hey, I'm going to save you 200 grand. I charge 30% of what I save, so it's 60." But, that way you're charging for outcomes, not hours. The big step here is that we want to we want to take those calls to talk about what is going to happen, not how to do what is going to happen. It all works. All you have to do is set the frame at the beginning of this. It's like, "Hey, to be clear, are you good with me walk through these five calls? At the end of the fifth call, I'll explain kind of how it working with us might look like. In the meantime, I want to just provide you a lot of value."

0:59>> Yes. Yes. >> Right. Exactly. We're going to describe it, not explain it.