Matt Ryder shares a sales technique to catch prospects lying about income. Ask rapid-fire questions about price per sale, conversion rate, monthly calls, and revenue goals in random order. If the numbers don't mathematically reconcile to their claimed earnings, you've found the lie.
If I want to figure out how much money you make, hey man, like how much do you make per sale? I make three grand. All right, cool. How many people does it take to actually get to shop for you to get those sales? Okay, so you're closing about this percentage. All right, sweet. And how many sales calls are you taking per month? Sweet. I now know how much money you make. And so then I'll present you with the number. Okay, so you're making about fifteen thousand a month. Basically, I can take them through all the metrics that I need to know, but I take it through in a completely random order. And if I ask questions in very quick succession, it's very difficult to bullshit. And I can ask questions about goals as well, and then get what their future revenue is going to be. And then from there. Knock that back to current day revenue. If I ask you 6 or 7 questions in a row that are in a completely random order that have to equal that number, and if they don't, I go, hang on a second, man. If you're doing this and this and this and this, then I put it back into order, that number doesn't make sense.
