Joe Crisara

When we get a no, we learn just as much from a no as we do from the yes or from the other appointment.

So those are the three outcomes to every call.

If you did that, you'd close 92% of all your jobs because you wouldn't be chasing down leads after you gave a presentation.

Does that make sense, Tom?

Well, yeah, at the end of it, it's just like, well, at this point, somebody is like, you know what?

Can you email to me and I'll call you back later?

And I'd say, sure, we're going to do that in a few seconds.

Right now we're in the selection phase.

So at this point, are you interested in the solutions I have?

No.

Or are you not interested?

If you're not interested, you can tell me no and I'll still be your friend.

So I always say go for the no.

And you'll find that that's the most unpopular request you're ever going to ask somebody.

Tommy, why don't you just tell me no and I'll still be your friend.

Now, on the other hand, if you say yes, we can purchase right now.

Or we can make an appointment to purchase a different like later today or tomorrow morning or something like that.

So do you want to tell me no or are you still interested?

No, I'm still interested.

Well, if you're still interested, then we could get the job done now or we could schedule the job to be done, let's say, Friday.