Matt Ryder explains when your pitch stops sounding genuine and starts sounding like a sales move. He uses buying a house as an example of how people sense when someone's trying to close them, and what actually works instead.
Put that coffee down every single time. You cannot be perceived as a salesperson. Okay. You just cannot. Because the moment that you're perceived as a sales guy, the context of the entire conversation is done. Because true buyers hold their cards close to their chest. They don't want to give you the leverage. Okay? So, like, the people who go into a house who are just in the process of starting to look around, run around and go, oh, my God, though Johnny would be here, little Sally to be here. It's gonna be amazing. It's incredible. They put their name down. Yes. It's in the budget. This is fantastic. And they call him and go, right. The person who's just looking around quietly and, like, inspecting the moldings and looking for cracks and doesn't say much isn't going to give you anything is the person who will buy that house because that person doesn't want to be leveraged. Like, you wouldn't go into a car yard and go, oh, my God, do you have it? I've been looking for this car for two years.
Yeah.
Yeah, you have done it. How much money you want for this car? Is there room for negotiation?
Can I write a blank check and you just fill it in?
No, there's not. Okay, I'll take it. Right. Like. Like, you know, so. And don't get wrong. There are those people in the comments all the time. Yeah. Yeah.
Okay, I'm there.
Oh, yeah, I'm that, too.
I got no game. Yeah, I got no game. I get so excited. It's like, I can't play any kind of cards. Whatever. I wear my. I wear my heart on my sleeve. Yeah.
Yep. I got, like, definitely, definitely have bad cards.
Oh, God. We should definitely all go all in.
All in.
I'm terrible at it. And I do the same. I, like, get all excited. If I'm going to buy something, I'll be like, oh, look at this. I'm totally that guy.
Yeah. Yeah. And that's. But that, like, most sales guys are, to be honest. Right. And you're the closest thing to a sales guy who doesn't do sales. You know, I used an APQ on my wife the other day. Worked a treat. Really. So this is a random aside. You can cut it out if you want. Boosh. But we're looking at that new house, and obviously we've moved a lot. That's something we can probably say. We've moved a lot of times. And obviously moving kids is not great. No, Right. Just for them as well. You know what I mean? But this place we have an option to rent it and then buy it. And then the stability. I can actually finally create some stability. I just got to put my big old balls in the line for it. Right. Because it ain't a small. It ain't a cheap house. But anyway. And so, you know, we're in a rental at the moment. It's a nice house, but it's got some problems that we don't particularly like about it. And so she's like, oh, but should we just wait, you know, do this? And so I was like, yeah. I was like, that makes sense. But, like, what is it that we're really looking for in a house? And so she kind of pulls it out. I'm like, okay, well, like, what? Okay, I can see how that'd be good. Right?
And then did she see. No, she doesn't see the change? Because she doesn't see it ever.
No, she'd never seen me do it.
She'd never seen it before.
And so I went, okay, well, I guess, like, what happens if, at the end of this lease, they sort of. They do some of the things that we're worried about. The construction next door continues, and then, you know, at the end of the day, we have to go into another rental anyway because we haven't put ourselves in a position to. We're ready to buy. Action. She goes, oh, my God, that'd be terrible. I was like, so, what do you think we should do? She goes, I think we need to take this house. I was like, I think that's a good idea. That's. I think that's. That's a smart choice. Well done. You know, that took about five minutes, but it was just going through that. And then she goes to me two days later, she goes, you didn't sell me into that house, did you? And I was like, no, no.
I just asked you a series of questions.
Yeah.
With a particular timing and tonality.
Yeah.
And you wanted to buy that.
And then a day later, I told her, I sold you hard enough. I was like, remember when I said this? She goes, yeah, that's called a consequence question. Yeah. She's like, you son of a bitch. I go, do you still want to do it? She's like, oh, it's the right man.
It's the right man.
It's the right man. Put that coffee down. New episodes released every week on your favorite podcast app, or you can watch them on YouTube.
