Yesterday I got pitched with an unexpected sales pitch to invest my money in a fund.
It was supposed to be a casual call on collaborating however it turned into a “How I should invest in my fund” conversation.
As Jim Camp says: The most dangerous negotiation is the one you don’t know you’re in. Hence why Japanese and other cultures love to have “casual” banquets and “pee breaks” with their American friends.
Anyway…
Regardless of the outcome, I want to alert you to something very inspiring about that call…
The man on the other side had a speech disability.
And not just a slight one with a lisp.
But a big one. I’m not sure exactly what it is, but I’ll put it this way, it seems to be one of the nervous system, where there’s far less control of the mouth and speech.
And that’s both inspirational and its a BIG sales lesson in being “un-okay”.
(Inspirational for obvious reasons: a man with a disability still getting on the phone and selling (and he’s done very well for himself creating a fund of hundreds of millions of dollars and buying assets for those accredited investors)).
But here’s the “advantage” of that disability (I’m not saying he has it easy in any way)…
Jim Camp (if you haven’t gotten that book I highly suggest it: “Start with No”), talks about being “un-okay”.
“Un-okay” is the art of having disadvantages, or being clumsy, or having imperfections.
If the person on the other side of the negotiation feels slightly “LESS” than you — like they have to “look up at you”… they’re uncomfortable.
… They’re tight and don’t reveal much. And possibly they won’t trust you as much.
Though the book I’ll mention below (not Jim Camp) doesn’t directly talk about this concept…
Bryan Driscoll is in my opinion a sales master who does do this to some extent.
He does have a way of making people feel comfortable on the phone.
And part of it is the questions he asks.
He lays questions he asks sellers when he’s buying houses in his new book, “Crush the Call”.
I highly suggest you get it here.
P.S. That link IS an affiliate link, though I’ve never ever been paid by Amazon for promoting products (I don’t know what kind of scam they’re working there)… the point of my promoting this is this: The better you are on the phone, the more deals you close, the more reason to purchase my products on follow up.