Episode 234 - The 90-Day Wonder and Why People Buy From You | Roy Cammarano

Roy Cammarano sold a guy a quarter page ad in a weekly business newspaper. Before the ad, that guy was moving one or two copiers a month. During the campaign, 11 and 12. Then he canceled it because every customer walking in told him they'd seen the ad in the daily paper... a paper he never advertised in. His sales dropped right back to two. Five weeks later he called Roy back begging for the ad. Roy sold him a junior page at more than double the price for twice the run. That story is the whole episode in miniature. Roy has been selling since newspapers were the medium, and he built a technique he calls the 90-day wonder: walk into the decision maker and ask what exactly you'd have to do over the next 90 days to earn their business. Then do 100% of it. Then come back and ask them to honor what they said. We got into where AI actually helps a salesperson (information, fast) and where it falls flat on its face. Roy studied NLP early in his career, so he breaks down how people take in information and why matching how someone communicates with you is the fastest rapport you'll ever build. This Episode You'll Learn ■ The exact question Roy asks a decision maker to build a 90-day plan they wrote themselves ■ Why the obligation you create by doing what you said is stronger than any close ■ Roy's four-step order for every sale: rapport, credibility, jurisdiction, trust ■ Where AI belongs in your process (organizing data, associative credibility) and the one thing it can't touch ■ The Platinum Rule, and how to read whether someone is visual, auditory, kinesthetic or auditory digital ■ The difference between the activity of sales and the accomplishment of sales, and why only one pays ■ The four motivators behind every buying decision: pride, fear, imitation, gain Memorable Quotes ✽ "If in the next 90 days I wanted to get your business, tell me exactly what I would have to do." Roy Cammarano ✽ "So if you can get their head involved, get their heart involved, they'll reach for their pocketbook, but then they trust you." Roy Cammarano ✽ "Listen to learn, not listen to respond." Roy Cammarano Find Roy ➤ Website: https://roycammarano.com/ ➤ LinkedIn:   / roycammarano   ➤ Instagram:   / roycammarano_   ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ WORK WITH DREWBIE 🎤 Book Drewbie to speak at your event Your people already know what to do. Getting them to do it is the hard part. https://callthedamnleads.com/products... 📞 One hour. Your numbers, your actual problem. https://callthedamnleads.com/products... 🤝 Get in the room Apex Entourage is where the group coaching happens. Come see if you fit. https://callthedamnleads.com/pages/th... 📚 The books https://callthedamnleads.com/collecti... 🎧 Sales training that isn't theory https://callthedamnleads.com/collecti... 🧢 Gear https://callthedamnleads.com/collecti... ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ Call The Damn Leads "By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Want to be a guest on the show? Tell us why your story needs to be heard: https://callthedamnleads.com/pages/po... Follow Drewbie:   / drewbierides   Follow Call The Damn Leads:   / callthedamnleads