Weldon Long

That's it. Listen, I guarantee you I could go on the Internet right now.

That's it. Listen, I guarantee you I could go on the Internet right now.

And we do it. I did it for FedEx. I went and found that when you're choosing your shipping partner in a small business, price is not the most important factor. You can find it for anything. And so I'm going to sell garage doors, Mr. and Mrs. Homeowner. This article from Angie's List or whatever.

And we do it. I did it for FedEx. I went and found that when you're choosing your shipping partner in a small business, price is not the most important factor. You can find it for anything. And so I'm going to sell garage doors, Mr. and Mrs. Homeowner. This article from Angie's List or whatever.

Do you agree with this at the price? Well, yeah. I mean, it's got to work properly. By the way, I bought a garage door from one of your family members. Had a company in Colorado Springs. I think it was your uncle, your cousin or something.

Do you agree with this at the price? Well, yeah. I mean, it's got to work properly. By the way, I bought a garage door from one of your family members. Had a company in Colorado Springs. I think it was your uncle, your cousin or something.

Yeah. He came. He said, yeah, he's the whole thing. And then turned me on to the guy that did my floors, the whole thing. And it's been a 20 grand. The floors, the whole thing, right? They were great.

Yeah. He came. He said, yeah, he's the whole thing. And then turned me on to the guy that did my floors, the whole thing. And it's been a 20 grand. The floors, the whole thing, right? They were great.

I heard he sold his company. I said, I wonder if Tommy is a family member. I figured. My point is, is that you have to be proactive. Listen. And I love the Tom Hopkins, the Brian Tracys of the world. Don't get me wrong. Everything I know, I learned from those guys reading their books.

I heard he sold his company. I said, I wonder if Tommy is a family member. I figured. My point is, is that you have to be proactive. Listen. And I love the Tom Hopkins, the Brian Tracys of the world. Don't get me wrong. Everything I know, I learned from those guys reading their books.

They teach us to get to the end, build a relationship, get to the end, and then overcome areas of concern, objections, whatever you want to call them. I try to get them to say yes a bunch of times. But to me, when are people at their highest level of defensiveness? At the beginning or the end when you're talking about money? They're on DEF CON 1 at the end.

They teach us to get to the end, build a relationship, get to the end, and then overcome areas of concern, objections, whatever you want to call them. I try to get them to say yes a bunch of times. But to me, when are people at their highest level of defensiveness? At the beginning or the end when you're talking about money? They're on DEF CON 1 at the end.

Try convincing somebody price is not the most important factor at the end. Good luck. They know what you're doing. If I ask them an hour before, oh, do you agree with this? The price is not the most important. Yeah, because it's conversational then. But all that stuff goes in, and then I use the three most powerful words in sales.

Try convincing somebody price is not the most important factor at the end. Good luck. They know what you're doing. If I ask them an hour before, oh, do you agree with this? The price is not the most important. Yeah, because it's conversational then. But all that stuff goes in, and then I use the three most powerful words in sales.

Earlier you said, Mr. Homeowner, will you trust me with this recommendation? Oh, you're just a little too expensive. Earlier you mentioned that you agree with Consumer Reports and Department of Energy that price was the most important factor. I mean, you feel like that's changed? Well, no, it's not changed. It's just a lot of money. No, I understand. What should we do?

Earlier you said, Mr. Homeowner, will you trust me with this recommendation? Oh, you're just a little too expensive. Earlier you mentioned that you agree with Consumer Reports and Department of Energy that price was the most important factor. I mean, you feel like that's changed? Well, no, it's not changed. It's just a lot of money. No, I understand. What should we do?

Yeah, what should we do, right?

Yeah, what should we do, right?

I'll just say, well, great. With your permission, start the paperwork. So they don't care what I say, but they care very much what they said an hour ago. Yeah, they've got to stay consistent. Right. It's a consistency principle. Yeah. So that's the – and then there are a few other concepts.

I'll just say, well, great. With your permission, start the paperwork. So they don't care what I say, but they care very much what they said an hour ago. Yeah, they've got to stay consistent. Right. It's a consistency principle. Yeah. So that's the – and then there are a few other concepts.