The fastest close I've had in months took 26 minutes.
But the first call was 73.
Here's what happened.
She got on the call in her car, parked up, 30 minutes before she had to drive and pick up her kids. Her brother had referred her. He'd done the programme, got great results, and told her she should look into it.
Within the first ten minutes, she was telling me about years of trying to stick to things and never quite following through. It was really honest stuff. You could hear it mattered to her.
Then, about 40 minutes in, something shifted. She got into why it all actually matters, not the surface stuff, but the real stuff underneath. And I could tell she was getting emotional.
I looked at the time.
She needed to drive for 20 minutes to get her kids.
So I made a call. I stopped the pitch, told her I didn't want her going into that drive upset, and booked a follow-up for the next day instead.
Before I got off the call, I sent her two specific YouTube videos. Not generic brand content, stuff directly relevant to what she'd told me was interesting to her about the programme.
She watched them that night.
Next day, 26 minutes of logistics.
Job done.
Here's what I took from it:
Most reps treat the time between calls as dead time. It isn't. Your prospect is still processing. They're either building conviction or building doubt, and what you do in that gap determines which way it goes.
Sending her those videos wasn't a nice touch. It was the close. The 26-minute call just collected the decision she'd already made.
And stopping the first call early?
That built more trust in five seconds than another 30 minutes of pitch ever would have.
Sometimes the best sales move is knowing when to put the person before the close.
The ones who feel looked after come back ready to buy.
There's a new, short documentary on YouTube called "Lost Down Mexico Way" about a group of England football fans who traveled to Mexico for the '86 world cup and decided not to return home afterwards.
Worth a watch!
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