Around the 21 minute mark Bryan revealed how he became the #1 salesperson in a credit card processing company he worked for before starting Braintree.
He realized his industry had a bad reputation very quickly and came up with the best "hook" I've ever heard...
My product had ZERO differentiation.
It was exactly the same as 500 other providers who walked in the door every day...so I would say...
"If you'll give me three minutes of your time I will give you $100 if you don't say yes to using my service"...
I would open my pitch book and walk them through the industry... here are the providers, here's what they do...here's how they do it, here's what I do, I'm the same as everyone else except with me you get honesty, transparency and great customer support.
So I became this company's #1 salesperson and broke all their sales records following this really simple formula of selling honesty and transparency in a broken industry.
Via Twitter Bryan told me he never had to fork over the $100 and that $100 seemed to work best vs other dollar amounts,
In any case, if you're going to do any thinking today, why not think about how your sales approach would be different if you had to pay $100 for any rejections.
Scary for sure but as author Sally Hogshead says, "different is better than better" and a hook like this will solidify you as "different" in your industry.