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
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.
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.
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.
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?
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.
Earlier you said –
Right. Earlier you said the price wasn't the most important factor. Has that changed? Earlier you said that three bids wouldn't protect you.
You got to be careful. You can't be like, yo, bitch, earlier you said price didn't matter. You got to be – I call it the Columbo. You're probably too young to remember Columbo. I know Columbo. The old detective, right?
Yeah, yeah, yeah. So you got to be like, you know, Mr. Homeowner – Correct me if I'm wrong. Yeah, he used to do that a lot. Yeah, you got it. Because if you shove it in their face, people don't like being held accountable. Right? You said it earlier. The only shot is if you're accountable to yourself. We don't like accountability from anybody else.
So if they don't like it when you tell them, you have to be very subtle. That's a big part of the training. You have to be savvy enough and subtle enough that I can remind you. It feels like earlier we mentioned this. Did I misunderstand that? Did it change? You've got to be careful. You've got to be careful. You're treading on thin ice there.
And if you're belligerent and too direct about it, you get your ass thrown out of the house.
Look, I love Service Titan. I know you're a partner with theirs, right? And we view Service Titan. I hate all the electronic digital stuff for presenting options. I spend two hours building a relationship with you. Connection, relationship, right? It's the most important thing. And then we get down to the end. I got Tommy. I got Tommy's wife. And I said, well, great.
Let me put some options together. Now I got to go to Service Titan, and I'm in there for seven or eight or ten minutes. Tommy's cooking dinner. My wife's helping kids with homework. And I go, okay, I got your options. Hey, man, could you just e-mail it? Try herding those cats again. So what I do is after my trial close, I go straight 8 1⁄2 by 14-inch laminated price cards. Old school. Old school.
How big? Eight and a half by 14. Right? It's like a Denny's menu. And I got seven systems on there. And I go straight for my trial clothes. I reach in my bag. I pull out my three-ton options. Seven options. Yeah. Well, and that's important, too. That's another Cialdini thing. We use six. Yeah. Six is good. But it's really important. And what freaks me out is guys are afraid.
People say, no, if you look at the concession principle, as described by Cialdini, right? Yeah. That if I ask you for $5, there's about a 15% or 20% chance you'll give it to me on average.
Showing 141–160 of 182 · page 8 of 10
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