A sales coach argues that when prospects say they're too busy, they're actually bored. Salespeople need to expose the gap between where prospects are and where they want to be, using high-stakes framing to make inaction hurt. Without emotional urgency, you get silence and lost deals.
You done a shit job as a sales rep. If the prospect says, I'm too busy, stop falling for it, it's a lie. Like, everyone's busy always. But if Beyonce gave you a call, you have time to pick up the phone. When people want something bad enough, they make the time. They make the space for it. So if your prospect isn't making space for you, then, like, it's not their fault. It's your fault for not driving enough urgency for them to actually want to do that. You didn't hit deep enough. You didn't go far enough. Like, you didn't actually make them understand the reality of their current situation and whether they're, like, far away. They are from it. It's that gap. If people really understood how hard it was going to be and how far they have to go, but the enormous benefits of actually reaching where they want to go or getting the thing in which they want, and if they really thought about that gap, but they were really bought into getting the solution, then they would figure it out. If I said to you, like, you have to give me $100,000 by tomorrow or XYZ will happen to your family, and you would just figure it out, which means that there is a way to figure it out, but you just don't have the motivation to do it. And because you didn't hit deep enough, you didn't spark any of the things you need to spark in order to get someone to actually create urgency. What you did is you created silence. Now you're sitting there looking at the scene in your DMs, just wondering where it all went wrong. Truth is, it never started right. Busy is just code for boring.
