Sell Like Crazy

A prescription without a diagnosis is malpractice
And it’s the same in sales.
Once you’ve got a prospect raising their hand to identify themselves as
interested in what you’re selling, and you have them motivated to schedule
a call to speak with you using The Godfather Strategy, only then is it time
for you to make the diagnosis.
Because you must understand, even when you use the advanced selling
system outlined in this book to qualify leads, there will always be a
percentage of prospects who won’t be a great fit for what you’re selling.
Selling is about taking your prospects from a less desirable ‘before’ state to
a more desirable ‘after’ state, and if what you’re selling doesn’t deliver your
prospect to their ultimate desired outcome, then – to put it simply – don’t
sell to them!
Imagine you walked into a doctor’s appointment and they prescribed you
medication before even asking what brought you in.
You walk in there and the first thing that the doctor says is, ‘Hey, I’ve got
these new antibiotics that just came in. They’re really good and I think they
can really help you out. I’ll write you a script now because you definitely
need them’.
Naturally, the first thing you’re going to say is, ‘Wait – why do I need
antibiotics? I have even told you my symptoms’.
Such a doctor would have their licence taken away from them and likely be
thrown in jail.
Now, if you sell the wrong thing to a customer the consequences won’t be
as harsh, but you will have problems on your hands very quickly.

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You don’t want to get onto a sales call with a prospect and have a
preconceived attachment to selling someone a particular product or service.
While that may be your ultimate goal, starting out with ‘selling’ in mind is
the wrong approach.
That’s just like the doctor thinking the next person who walks in the door is
going to need these brand new antibiotics.
You want to have your attachment on an accurate diagnosis of the