Salespeople miss the warning signs of downside-focused prospects and end up with clients who won't succeed. Watch for phrases like "guarantee," "ROI," and "I haven't had any results yet." Juan kept worrying about getting injured playing soccer and then he did.
I think that we are, as sellers, we are not picking up on prospects' language enough. We don't pick up on people who are downside-focused and upside-focused enough. And downside-focused people make the worst clients. Growing up, I had a friend called Juan. Juan was always downside-focused, bro. Every time we go to the games, we play soccer, he'd be scared of injuries. He didn't want to get hit. And somehow, I don't know how, the ball always found a way to his face. And he'd be out for the day. When we went out to play, Juan was always thinking about, what if I get hit? I haven't warmed up, I haven't trained. And then he got hit. And I think that if I would have picked up on that language, I would have asked Juan to be on the other fucking team, not on my team. So people who use the words buy from us, ROI, recovering my investment, I haven't had any stuff from this program yet because I got it from something else, or like, do you have a guarantee? That's one flag, bro. That's red flag. They're all gonna be downside focused. They're never going to win.
