Podcast episode
Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
30 Minutes to President's Club23 Dec 202026 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Identify the boundaries to your customers being on your product and refer them out Then, now, how. Before it was this, now it’s this, here’s how you do it. Use typically language when prospects feel they’re the only one with their problem Prep for a few minutes for one persona. Then only dial into 1 persona for an hour. Phil Gerbyshak’s Path to President’s Club: Speaker and Sales Trainer at Digital Selling Strategies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
So other than like birthday and anniversary, special dates in all of our lives, what other things are you looking at to make it about them? Well, anything that anybody posts, anything that their company posts, anything that is relevant to their job title, anything that's relevant to their “anything that's relevant to their location” them, I want to have ready because I want to find something to connect with. I want to find something that's of value to them that I can leave with right away so that they see that I'm not going to waste their time. So they can see that I'm going to be a trusted partner and not just someone
you can sense or that they even say, because sometimes people say, well, what do people typically do? They're looking for your guidance there. In which case you offer that, you know, great question. Typically what happens is, and we do that, right? Typically, this is “Typically, the next step is that we would send you a proposal” sign it. Typically then within seven days, we'd get that signature back. And then typically we'd invoice you and our typical terms are 15 days. And then we'd stop right there. And then we have to be quiet because we don't want to say, well, do you need something special?
big risk that you're talking about. Here's all I need. I just need five minutes of Armand's time, just five minutes. I promise that's all I'll take. If you get me five minutes, I'm just going to say these three things. And if there's more conversation to have, “I'll schedule more time. And if there's not, it's no problem.” a risk. And I really appreciate you taking that risk. And then because typically they'll kick that down the road, right? They'll wait till there's actual time in between there is the most important thing. And you have to reaffirm that they made the right decision. It's almost like buyer's remorse. You have to reaffirm, you know what? Hey, remember,
just a little bit more what you're hoping to get, I'd be happy to provide that information to you. And then secondly, I want to ask them for permission to be a referral. I want to ask them for permission because I know they're super busy, just like you are. And if possible, I'd like “to broker that introduction via email just so that it comes from someone trusted” stranger. You can set it up after that, but that first message I'd like to send. So it would look something like this. In that email, hey, Nick, you said that you would like to find out if there are any Fortune 500 companies in the Philadelphia area that have solved this particular problem
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