A sales coach tells a prospect that payment plans kill results. He argues full commitment, invoking "burn the boats" and skin in the game, is the only way to escape corporate life and actually change.
Could we do a payment plan at least? Do
you have the full investment?
Yeah.
Why? Defaulting to a payment plan, number one, you're going to pay more, but number two, you're not going to get the best results. Can I share with you why that's the case? Go
ahead.
Well, it just all comes down to the concept of skin in the game ultimately. Do you know where the burn the boats come from? It's when the Spanish came to the Americas for the first time and they're taking on the Aztecs and they're outnumbered 10 to 1. What the leader, the conquistador, what he did, he knew if his soldiers went all the way in, they were going to win. But if they even had it in, inkling in the back of their mind that there is a way out or they weren't all the way in, dude, they're going to get smashed. They're out, number 10 to 1. So what he did is he gave them no other option. He burnt the boats behind them. And because of that, Mexico, they speak Spanish. It's that concept of giving yourself no other option and going all the way in. So we really have to decide the type of person who we're going to be. Are we going to be the person that looks for, let me just keep the boats there and just give myself the option of backing out, or do you want to be the person who burns the boats and actually wins?
I want to win it.
But would you be the person to burn the boats, though?
Yeah, I got to do whatever it takes to make this work. Well,
nobody's going to force you, dude. Like, why would you be willing to burn the boats?
I want to have that kind of lifestyle, not have to worry about not working a corporate job all the time.
It comes down to if we do keep those boats in the back of our head of like, okay, well, let me just not go all the way in. What are going to be the consequences of that? Like us not going all the way in and getting the best results we possibly could.
I could fall back and it would be like a crutch for me.
Be real with me, man. Like, you know yourself better than I do. Do you have the crutch that you can go back to? What do you feel like that's going to do to your results?
Don't hurt my results. It's not going to make me do everything I can.
So, like, we both agree that doing a payment plan or not going all in is going to hurt your results. Who the would I be as a coach if I let you in doing something that's going to hurt you, bro. Do you want me to hurt you? Yeah. So what we're going to do is we're going to go all in. You on board,
Turn the boats,
turn the butts, bro.
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