JfDI!
How to sell brilliantly
Unplugged
Coach: So, what's stopping you?
Client: Lack of time.
Coach: How much time do you need?
Client: Not much.
Coach: So how much? To get a first pass start-up plan within two weeks, say?
Client: About 30 minutes per evening.
Coach: And how much TV do you watch?
Client: Oh-don't start that. I have a stressful day. I need to relax. That approach is about as helpful as saying I can save money by changing my venti to a short latte. Where's the fun in that?
Coach: Sure. So how much TV do you watch?
Client: I pay you to help. Not to remind me how lazy I am.
Coach: I didn’t say you were lazy. I'm really keen to learn how much TV you watch per night.
Client: About an hour.
Coach: Just an hour?
Client: Why would I lie to you?
Coach: Just an hour?
Client: Ok: say 2/3 hours per night.
Coach: So you could use 30 minutes of that for planning your start-up.
Client: I could, but it won't be easy.
Coach: Nobody said anything about 'easy'. Could you do 30 mins/evening?
Client: I could.
Coach: Will you?
Client: Sure.
Coach: Is that 'sure' just to shut me up or 'sure, yes bring it on'?
Client: I'm going to do it.
Coach: Cool. I think we are making progress.