A sales coach pushes a prospect named Dan to turn his camera on during a call. Dan resists, saying he's more comfortable with it off, but the coach reframes it around Dan's stated $20K-per-month revenue goal and hints that avoiding the camera signals a lack of commitment.
Hello. Hey Dan, how's it going? I'm good, mate. I can't see you on the camera. Should I put the camera on, please? Oh yeah, yeah, my camera is off. Yeah, my camera is off today. Yeah, I can see the camera's off. Um, is it not working or what's going on?
I think it's working, I just don't want to put it on.
Okay, what do you think is behind the fact you don't want to put it on then? Just to be clear.
I'm just more comfortable, mate. I hope that's okay.
Okay, just to be clear, this isn't going to be like comfortable conversation. Obviously I want to coach you and help you get to $20K a month like you've said on your application. So do you mind putting the camera on, please?
I really don't. Is it necessary? It is necessary because you're potentially going to get coached by me.
Right, right. With all due respect, if you come to my coaching call with your camera off and there's not a valid reason other than you don't want to, then I probably—
this technique is only going to work if you're selling your own offer. This is why I don't show a ton, a ton of things that will only work if I'm just selling my own stuff because you have such a level of authority, you can get away with so much more. Yes, you want them to turn their camera on, but don't be autistic about it. I've closed so many deals, more deals than I can count, even just over the phone or both of us not having our camera on. This is not a make it or break it moment. But what you can do is it can come across a little bit like too tryhard or a little bit too like just weird if you really, really insist. If you are going to insist, which I do recommend you do, you like, you do it in a joking, like non-serious way. Like if you notice, he took it from 0 to 100 like really quick. He can do that because it's his own offer. If they're not there to buy you, they don't give a fuck about you and what you care about. They care about whatever it is that they're really wanting or whatever caused them to show up to the sales call. So instead of doing that, you say, hey man, I can see you, I just can't hear you. I'm not like, hey, can you turn on your camera please? You're making it too much. And if they don't, I'm like, what's going on over there? Are you still stuck in your PJs? Just make a joke out of it. It's not serious. If you make it serious, it'll just cause people to just raise their resistance. It's just not needed.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
