A sales coach shows how to respond when prospects say they need more time. He uses a $4,000 poster with 4,000 dots representing weeks in a human life to create urgency and push prospects toward a decision.
This is the ways to turn the I don't have time objection into a sale. We're sitting there, we've done a fantastic job of building urgency, and we're just like, hey, man, I just don't think now is the right time. I don't have time for this, all that kind of stuff. So I'll use what's called a $4,000 analogy. Hey, man, from what I can understand, timing may be an issue at the moment. Do you mind if I share a different perspective on that? The problem is, you know, if you're always making decisions based off where you are, it's the only place you ever be. And Buddha once said that the problem is you think that you have time. So in my office, right in front of me right now, I have a poster has 4,000 dots. You know what those. You know those dots mean? They're going to go, no. And you go, it's one dot for every week a human is given. Every Monday, I go to that poster, and I fill out one little dot. How many of those dots are you willing to fill in before you actually start doing something about this? Is it. Is it two? If it was 4,000 marbles, how many of those would you take out and just throw away before you actively started doing something about this? Knowing that that jar is a finite resource, what are you gonna do?
