Sep 15, 2016
005 - Going Past the Sale — with Chris Do
When you hear “yes”, shut up.
When you’re in a sales conversation, or a business transaction with somebody, there’s usually something you want. You’re trying to work towards that one thing you want. You use persuasive language and eventually, hear the word, “yes.”
Once you get what you’re looking for, though, you should stop talking.
If you continue to sell, you will jeopardize the sale. Eventually, you might actually talk yourself out of the sale. And that’s definitely not what you were aiming for when you entered the conversation.
Here’s an example from Chris: when him and the team at Blind had the chance to work with the band, Coldplay, on an interactive music video, the sale was almost lost. Why? What happened?
The band had signed off on the concept, seen the design frames, and just watched a first glimpse of the music video. While waiting for frontman Chris Martin to approve it, the design team waited patiently.
Three or four clips into it, Chris Martin says,…