The Seven Pennies Game

Hello, and welcome to Debbie’s Daily Tips. And today I want to challenge you to play the seven pennies game.

Now here’s what you do, you line up seven pennies on the edge of your desk as you’re prospecting. Each time you get a resistance, a no, I want you to move up a penny because you are pushing through with another question.

So I’ll give you an example. Let’s say that you are talking to an expired listing and they say, “You know what, I’m not going to sell my house right now.” So you could hang up, right, or instead, you could say, “I’m curious, when do you think you’ll try again?” And boom, I get to move a penny. And they might say, “You know I’m not, we’re going to keep it off the market for now, so I don’t really need any help.”  “Okay, no problem. Before I let you go, may I ask, what do you think happened that caused your home not to sell?” Boom, I get to move another penny. “Oh I don’t know I don’t think the agent did what they should and the agent said it was too high, so we’re really discouraged.”  “Okay, but if you felt confident that the home could be sold, would you still be open to taking a look at that?” Boom, I get to move another penny.

So each time I met with that resistance, I ask a question, I continue on with my script or I close again. See, I keep moving that call forward until one of three things have happened. Number one, maybe they hung up on me because they really weren’t interested, they really weren’t serious and they just wanted to get rid of me and okay fine, whatever, I’ll call the next person. Or number two, they set an appointment, great. Got that appointment set, I get off the phone and move on. Or number three, I went through all of my questions, I covered my entire script and I just discovered they just really wasn’t anything there for me to get. And you know, that’s fine, I did my job, right? I moved all seven pennies, I finished the script and there isn’t a lead there, on to the next call.

Now here’s the cool thing. I have discovered that when clients play the seven pennies exercise that what always happens is instantly their results from prospecting triple. But you know they seldom keep it up for the long haul and I know why. It’s hard, right? It’s hard to be that focused, it’s hard to be that diligent but I want to encourage you, play the seven pennies game because if you are going to be on that phone prospecting, making outreaches for business, I want you to be getting the results that you desire and you deserve.

Zig Ziglar has a great quote, “timid salespeople have skinny kids.” So please, don’t be timid.

Alright guys, have a great day. I look forward to talking to you soon.

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