A sales coach explains why telling prospects "don't think about the elephant in the room" backfires. Instead, start calls by giving both sides an easy exit, then have a natural conversation where the only goal is making them feel the call was worth their time.
You know, before we get started, if I say anything that you don't like or you say something that I don't like, let's just agree that we can let each other know there's not a fit. Okay. So that was like where we'd start a conversation. And then you go, oh, well, that makes sense, right? You give them an opportunity to have an out. And the— but what, what happens in sales or in with humans when you say, don't think of the elephant in the room? Yeah. You think of the elephant in the room. Mm-hmm. The moment you say, if I say anything that doesn't align with how you think, you're gonna think the whole time, does that align? Does that align? Instead of just, let's have a normal conversation without really an expectation other than that you feel at the end of this call that it's worth another one.
