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  • Can I invite you to come in and give me a presentation?

    Andy Gole - Founder of Urgency Based Selling®

    Very often, when a buyer reaches out to you, invites you in for the first time, it's a price check to find out, have they been buying well. Now, if a buyer called you and said, "Hey Bob, would you come in and spend 10 hours getting to understand my business, and then giving me a proposal so I could turn to Jane and beat the living heck out of her and get her price down," you wouldn't find that motivating. You wouldn't comply. So buyers are sophisticated. Here's what they do. 

    They call you on the phone and they say, "Bob, I know you've been trying to get my business for some time, I'm sure it's been frustrating, and you probably also know it's because Jane's my gal, she supplies me with the product you supply, but something's gone wrong in the last six months. Jane, she's not responding in a timely way to phone calls and there are unexplained charges on invoices. I think something's gone out of the relationship. Bob, I've heard great things about you in the marketplace. I think this is your year. Can I invite you to come in and give me a presentation?" 

    Now, that second presentation by a buyer, that sounded better to you, right? But it wouldn't be so good if the buyer took your proposal and used it to beat the living heck out of Jane. That's what we call the buyer's scam, and a critical question for you early in the selling process is, is this a real opportunity or is this the buyer's scam? Which is it? Would you like to know how to tell the difference? Give me a call.

     

    Learn more about Andy Gole and Urgency Based Selling®. 201-415-3447

     

     

  • Have you ever bought a used car?

     

    Andy Gole - founder of Urgency Based Selling®

    Have you ever bought a used car? Do you remember what the weather was like that day? If you were like me, it was a beautiful sunny day. You visit the car lot, and there it is on the lot, the car of your dreams. It's beautiful. It gets great mileage. It has a sunroof, and it costs just the amount of money that you have in your pocket. 

    Now you're sweating a little bit, because it's a hot sunny day, and you're not only sweating because it's warm out, but this is a big decision for you. You look it over. It looks fantastic, so you buy the car and you drive it off the lot, and you couldn't be happier. 

    Now it's a few months later. It's not sunny outside. It's raining. It's raining cats and dogs. The lightening and the thunder are crashing. It's raining outside of the car, and you've probably guessed by now, it's raining inside of the car. You've got three inches of water in the driver's well. There were perforations in the sheet metal, rust. You're cold. You're wet. 

    How do you feel emotionally? In my case, I felt stupid. I had got took. Here's the wisdom. You may never have bought a sunny day used car, but every single buyer you face, has had their own version of a sunny day used car, and they're skeptical. The question is, how are you going to deal with their skepticism?

    Learn more about Andy Gole and Urgency Based Selling®. 201-415-3447