he just gave you valuable information did you realize that if you said comfortable he's moving on budget what makes sense to him he's like well 30k what's the difference between these two 10K okay so maybe you might want to ask a question about that we have to have fun if we're tense they're tense okay you do if you're nervous they nervous because you're nervous okay see how fast you guys want to get straight to Solutions why okay you've made a lot of progress yeah okay yes should we do this one more time and let let
him land the plane okay I I'm sorry I hate to [Music] thanks for the information ali uh what I what I'll do is I'm going to think about it go ahead and send me some information over the email and um I'll get back to you no problem that sounds great can I ask you what will be the deciding factor honestly I just have to really look at uh the numbers and I have to talk back to my team to see if this will fit with within what uh or we think is going to be appropriate
that sounds perfect is there range of number you can give me for something that fits your budget that's something that we'll probably have to evaluate so I I can't give you that right now okay I'm stuck here great okay I'm I'm going to redirect I'm going to give you some I'm going to coach you now okay okay whatever he says ask him question about what he said okay there's a reason why we keep doing the same thing over and over I hope you guys pick up the pattern let's start from the jump Carlos is being
kind of a douchebag right now just let you know and you need to respond to that okay you got to roll with this okay play with him this is a dance it's like he's dancing over there and you're going to the corner it's not like you guys are not in sync get on sync first all right well thanks for the information uh I'm going to think about everything you share with me go ahead and send me an email with the information and I'll get back to you when uh we reach a decision okay no problem
what will be the deciding factor you think for you oh stop what words did he say what was the first thing he said he needs to what he's going to think about it stop what of question you need to ask him um what exactly you want to think about change your tone please add a little curiosity to her let's bring a little love into this okay we have to have fun if we're tense they're tense okay you do if you're nervous they nervous because you're nervous okay smile let's go through thanks for the information I'm
going to think about it go ahead and send me the proposal over the email and I'll get back to you with my decision that sounds great out of curiosity what we think about I would say we really got to see if the budget and the numbers are going to are going to really make sense for us you know I got to run it by my partner who needs to evaluate all the other options they were thinking about like talking to someone else so I just want to see if that if they're we're going to go
that router with you guys okay is there a specific budget you guys are comfortable with yes can you tell me that okay let's pause did he use the word comfortable what word did he use well no use word budget I I I take notes for you guys if you wear your glasses and you look at the board sense yeah what so instead of saying what budget would be comfortable for you what should you say what budget will make sense to you might make sense to you might take sense okay all right you see the language
this is where I was disagreeing with with with uh Carlos before it's like use his language don't introduce a new word and if he's going fast there's two things that you can do you can address it or you can ignore it what would you like to do address how would you address he's going so fast with you right now if you don't mind if you can slow down I no no no okay now you're telling him what to do yeah if he's going fast you can address it by saying I I Carlos I might be
getting this wrong are you late for a meeting or is something going on I'm sensing a different change in energy here then he's going to slow left down he will and you'll see okay you see what I'm saying or if he keeps going forward you don't really need to do this anymore it's not a good fit okay he's decided you you're not the guy okay make sense yeah okay so let me think about it and I'll get back to you awesome out of curiosity what you'll be thinking about we got to make sure that the
numbers make sense and I need to talk to my partner because he's looking at someone else and I want to see if between them and you who's going to be the better fit perfect and uh when you say numbers make sense what numbers make sense to you in terms of budget based on what we talked about we're more in the level of like 30,000 you know your proposal was like 40 and so it's it's it's a big reach compared to like what we were thinking about okay that sounds great to me I actually like you
I I would like to work with you can we adjust the SC scope to match your budget hold on are you doing Solutions already okay remember we're not in Solutions we're just dealing with the objection see how fast you guys want to get straight to Solutions why okay you've made a lot of progress yeah okay yes should we do this one more time and let let them land the plane okay I I'm sorry I hate to do this take back from the top okay take back from the top remember everything you've know thanks for the
information I'm think about it and talk to my partner and review your proposal and get back to you perfect out of curiosity what you'll be thinking about we want to see if the numbers make sense and we also want to talk to I'm going to talk to my partner because he's looking at some other vendor as an option and want to make sure which one is probably going to be the better fit that sounds great and you said Mak sense what numbers would make sense to you I think we were looking more in the in
the range of like 30,000 your proposal is like a little bit above that and so so I don't know if it will make sense for us to stretch it that much I I'm stuck here I don't know you got so much time to think about it what what else might he say he just gave you valuable information did you realize that if you said comfortable he's moving on budget what makes sense to him he's said well 30k what's the difference between these two 10K okay so maybe you might want to ask a question about that
how much you think the $10,000 that's difference between your budget and my proposal will impact the success of this project that sounds almost like selling again let's walk away from that if you don't think it's great or perfect don't say it's great or perfect okay CU it seems disingenuous like it's like oh let's get out the phone go kill yourself perfect I'll go kill myself that doesn't make any sense all right Watch How I do this okay cuz I'm going to demonstrate a couple things I noticed also in your language I would love for you
to insert a few pauses here and there okay okay we're taught like the dog jumps over the fence we just read the dog the dog jumps over the fence it changes the meaning okay and I'll show you how I do it okay here we go hey thank you for the information I'm going to think about it talk to my partner and send me that information via email and I'll get back to you with my decision okay before I send you the information in the email I'm I'm just curious what do you mind sharing what you
think about what you need to think about we you need to really look at if the numbers make sense and my partner's also talking to someone else about uh potential services so we want to evaluate between you and them before making a final decision I so there's another decision maker involved here yes and you're going to evaluate what will you use to evaluate is it purely budget or is it something else budget is one of those things uh but the other piece is uh if like the look and feel of of the logo design is
going to fit with uh our company's personality and our mission and all those things okay so let's let's address one of the things uh is the budget that I proposed okay with with you does does it make sense for you it's a little bit above the what we what we expected uh how much above do you mind me asking well it's we were around the closer to the 30,000 Mark and you know you're a bit over that I see so uh looks like we're about 10,000 $10,000 apart if I can't make the numbers work for
30 is that the single deciding factor or would would you weigh some of this other stuff we talked about in terms of look and feel and personality fit um if if you have something else to propose that would make closer sense towards our goal I think we we're flexible to talk about it in an ideal world what would that look like to you well from what would I guess what would I sacrifice if uh if I were to what would I gain if I would if I were to go I guess a little bit more
than 30k let's say if we do 35,000 oh okay so we're a little closer together now so 35 is more palatable for you yes okay what else would hold you back from working with a company like ours well I want to make sure that you know um the target client that we want and um like the Aesthetics and the technical design and the Simplicity and really what our vision is for the personality and and feel for and based on based on what you've seen so far do you think like we're a good fit that we
would understand the aesthetic and the Target and the process that we've described to you thus far yeah I like the work that you've done in the past um and so we're just really on the on the fence between you and these other guys because they they do similar work to to what you what you do so it sounds to me like the ceiling for what you're going to be able to spend is 35 do I understand that correctly or is there room for okay do you have any other questions and anything I can talk about
that might help you get clarity on who you would like to work with no I mean I think if we could just jump on a call with my partner well we could probably lay out those details together I appreciate your time Carlos I understand there's always other people involved in in the decision-making process so I I think I can accommodate you at the 35k if it makes sense to you let's reschedule and let's get everybody on the phone and see if I can't answer those questions then okay okay let's let's reflect what do what do
you guys think so I feel it was important moment not to miss the partners and the team part cuz apparently it's not just team is there's someone else who makes decision with him listen pay attention on many details that's it write that down throw the mic listen pay attention to all the details like every word he says matters yes I just thought it was interesting that you didn't upsell him and yet he met you at a higher price like without even trying he just by you like asking more questions you want to know why I
did that as a default because some buyers they actually do like someone but initially probably want to play hard ball and because he was so effective at asking me question I was like willing already to give up because I felt like there was some potential loss aversion of like well if I don't work with you I might lose the opportunity to get a really great designer see when you chase they run but when you run they chase mhm it works both ways there's only one person that can always beat you at your own like in
an argument do you know who that person is yourself yourself people say stupid dumb things they never think about and they're just testing like children and they test the boundaries and then you're like well you want to run outside without your clothes on go ahead no I don't really want to do that dad like why wouldn't you want to do that cuz everyone see me naked okay what else I might get hit by a car okay there might be a crazy dog who bites off you know Parts okay right what do you want to do
I'll stay inside keep my clothes on all right sounds good to me see what I'm doing there yeah yeah you'll see it again and again now if you if you ever go back and rewatch the role plays you'll see I'm doing the exact same thing over and over and over again people are like what is he doing have you ever walked into a retail store and you really are looking for something but when someone comes in and says can I help you the first thing you say yeah no just looking right but have you ever
caught yourself going just looking do you have this in a large yeah yeah it's a defense mechanism and sometimes our buyers will do that too in the objection piece or you like an introvert like me like can I help you not today I'm excited to tell you about a Workshop that juel and myself and Carlos Garcia are doing October 12th in Miami full day workshop and the second one is in London it's a two-day workshop that's October 29th and 30th here's the analogy I want to make for you you don't read a book on how
to play baseball you just go out and play baseball and then in the swings and the practice coaches will make little adjustments for you and you'll see your game improve you don't read a book on how to play tennis you just go out the court and you hit lots of balls and so we're expecting ourselves to read a book on sales to watch videos or to do role plays that are 10 15 minutes long at best and we think we're going to have this transformative moment now a lot of you do achieve this regardless of
how you you consume the information but the best way that you learn how to do something is just to do it and the only way I know how to do that aside from wasting potential business opportunities is to go to a workshop where you can get that individual attention from coaches who care about your success [Music]
