Journey 22 · Running a businessbuildinggrindingbeginning
Sell It Face to Face
“I hate selling. I feel like I'm bothering people.”
You become: Someone people say yes to
Selling in a kitchen, a driveway, a booth or across a counter. Asking questions instead of pitching, handling the four objections you will actually hear, and asking for the order out loud.
Understand
Why people buy, and what actually blocks a yes.
Practice
Questions, silence, objections, and the ask.
Create
A conversation that ends in a decision.
Evidence
A yes, or a no with a reason you learned from.
Stop pitching
The person who asks the questions controls the conversation.
- Create45m
Write down the five questions you'll always ask
What made you look into this now? What have you tried already? What happens if you do nothing? Who else is involved in deciding? What would a good outcome look like? Write them on a card and take it with you.
You’ll have:Five questions on a card.
- Practice30m
Practise saying your price and then stopping
Out loud, alone, ten times: the number and nothing after it. Most people bolt an apology or a discount onto the end because silence is uncomfortable. The silence is the customer doing arithmetic — let them finish.
You’ll have:Ten repetitions, out loud.
- Practice30m
Learn to say what it costs before they ask
Put a range out early: 'Jobs like this usually land between X and Y — does that sound like the right neighbourhood?' It disqualifies people who were never going to buy and it stops you driving to quotes that were never real.
You’ll have:A price range you can say comfortably.
7 more actions · 3h 30m of work
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Handle the real objections
There are only four, and 'too expensive' is rarely the true one.
- Create40m
Write your answer to 'it's too expensive'
- Create35m
Write your answer to 'I need to think about it'
- Create35m
Write your answers to 'I need to ask my partner' and 'send me something'
Ask, and learn from the no
The ask is one sentence and most people never say it.
- Practice25m
Ask for the order, in one plain sentence
- Practice25m
Get the decision, even if it's a no
- Understand30m
Ask every 'no' one question
- Evidence20m
Write down your close rate
Tools this journey uses
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