BRX Pro Tip: Hell Yeah or No
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, you and I, and everybody on our team, I think we have some very specific objectives, places we want to land after a productive sales exchange. But you’ve said for years, in our situation, we’re really looking for a hell, yeah or a no?
Lee Kantor: [00:00:24] Yeah. I find that the hell, yeah or no method of decision making is a great system that lets you know if this is an opportunity that’s worth pursuing. It’s simple, but what it means is, if the opportunity isn’t a hell, yeah, then it’s a no. Anything that’s ah, yeah, maybe, well, if we do it this way that might work, that’s a no.
Lee Kantor: [00:00:50] As you get busier and busier and you get kind of more mature in your entrepreneurial life, you’re going to have lots and lots of opportunities thrown your way. And in order to stay on track and stay disciplined and achieve the goals you’re setting out to achieve, then you have to have some method to kind of vet all the opportunities that are coming your way.
Lee Kantor: [00:01:11] And I find the hell, yeah or no method of decision making works for me. But in order to do it right, you’ve got to trust your intuition to determine if something’s a hell, yeah. And this might seem like an opposite, but it takes some practice and discipline to know the difference between a hell, yeah or a no.
Lee Kantor: [00:01:30] So, I would suggest auditing the last few decisions you made and see if you were able to only take part in hell, yeahs. Or did you go through some maybes and this could work if we do it this way, and see where that landed and what kind of result you got. And then, this is good practice to start saying no to more things. And when you say no to more things, you’ll see how much more time you have to really get yourself focused on the stuff that really matters and that will move the needle in your business.
Stone Payton: [00:02:01] Well, I’ll tell you, when it comes to the sales process, if you want to profit from the law of contrast, I guarantee you, if you will tell a prospective client at some point fairly early in the exchange, “Look, with our thing, the way we’re structured, the kind of work we do, I mean, we’re going to talk this through, but it is going to be for you a hell, yeah or a no. And if it’s not a hell, yeah, then it’s probably not a good fit.” There are precious few salespeople that will frame things that way. You will definitely benefit from the law of contrast and your yeah will be a real yeah.
