Weldon Long
speaker
182 appearances
1 recordings
1 series
first heard Mar 2025
last heard Mar 2025
Weldon Long’s voice in public audio — every appearance, attributed to the second.
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Appearances
Yeah. These guys all endorsed my books and gave me this praise. There's nothing I could do for them. It is funny because, and I learned this in the penitentiary system, Like the guys that are yoked like you, right? You go in the weight pile with those guys, they're encouraging you. Come on, man, you can do it, dude. Don't hurt yourself. Those guys encourage.
The guy who's not doing it, the guy sitting on the sidelines. Talking shit. Oh, look, a tough guy over there going to get buff on the weight pile. Same thing. I used to run a lot. When I was in a penitentiary, I used to run 30 miles a week. And the guys who never run, oh, look at Mr. Running Shot. The other runners out there, come on, man, you can do this. It's amazing.
The people who are the most successful are the most generous with their praise. And the guy who's on the sidelines who's not in the game is the one that's going to criticize. And if you look at social media, a perfect example, I got this nasty – I meant to show it to Krista. I got this nasty gram from this lady last night because I've been following you for years.
And I came in through Patrick Shaw's organization. He was a friend of mine. And I just thought you were like – and all you care about is money now. That's all you care about. And I'm like, well, that's interesting because I was in a federal penitentiary last week working with guys for nothing. I never charged for that stuff.
But it's amazing how critical and obnoxious people will be, but it's always the people who aren't doing it. I guarantee the guys that criticize you are the guys who can't do what you do or won't do what you do.
Well, they're watching your stuff.
That's true.
Yeah. No, I can sum it up in a few minutes, really. It's simple. And as I always say, it's easy. It's just easier not to. There's nothing fantastic about what I do. When I first started selling, I'm living in a halfway house, and I get a job selling air conditioners. And it changed my life. This industry completely changed my life.
And this was 20 years ago. Changed my life. Everything I have I owe to the HVAC industry. Even the other stuff I do for the FedExes of the world and the Comcast and that kind of stuff, none of that stuff happens if the HVAC thing didn't happen. Those books never happen. None of that stuff happens. So I am...
I'm in a bookstore in 2004 and just started selling, and I see a copy on the magazine rack of American Scientific Mind and a guy that apparently you know well. Cialdini had written an article for that magazine about the persuasion principles, the seven principles. Persuasion, persuasion, yeah, seven principles. I love that. I love him so much. He's 79.
And I use it in everything still to this day. In fact, I give Cialdini a lot of credit. Brian Burton has a podcast.
Yeah, I think they just had him. And he said, man, we told him that you're a big fan of his and blah, blah, blah. But I'm reading this thing. Now, I'm just in the sales, in HVAC sales, and I'm like, holy cow. I can see how this could work in sales. The consistency principle. Public declarations dictate future actions.
I had been running leads for a couple of months and I realized really quick that the same three objections. I want to think about it. I need a cheaper price. I got three bids coming. What if I could get people to make statements that were in contravention to that.
And so I figured out through some storytelling and some sales, some questions, that within 30 or 45 minutes of the conversation, I get my homeowner to acknowledge that price is not the most important factor, three bids will not protect them, and that they can let me know tonight whether I'm a good fit. And those are perfectly acceptable answers.
I get the homeowners to make those three public declarations to me. Because the consistency principle, it can work against you. When we're going out on a sales call, the homeowners are having a conversation. What's the last thing they tell each other before I get there? We're not buying tonight. We're getting three beers. We're getting a good price. Right? Yeah.
So if I don't counter that, then those public declarations will drive their future actions at the end. Even if they fall in love with me, Tommy, and they think it's a great deal. Oh, I told my wife I wasn't buying tonight.
But if I can get them to make those public declarations to each other as I work through my process, all of a sudden now I feel like, you know, because when a guy says, yeah, price isn't the most important, I say, ma'am, do you agree? Yeah, I agree. 15 minutes ago before I got there, they said they were getting a cheap price. Now they're telling me price isn't the most important.
They're telling me they're getting three bids. I go through a series of stories and questions. So if you had to choose between me that would do that kind of service for my customers and three guys that would tell you anything to get their hands on your money, which of those would you prefer? I would prefer your company.
Yeah, yeah. So on the price thing, there's several things I use. I attack price about three times in the presentation. The first one is with Consumer Reports Department of Energy.
That say very clearly that the single most important thing is the quality of the contractor and the proper load calculation.
Showing 121–140 of 182 · page 7 of 10
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