You Gotta Act Tough, Bud

When selling government lighting rebates, I've discovered a stark contrast in effective approaches. With corporations, my consultative method based on Khalsa's philosophy works perfectly, and I qualify before pitching, focusing entirely on determining genuine value rather than pushing sales.

I literally restrain myself from selling until their situation is crystal clear, waiting for them to ask "when can I get this?" before transitioning to selling.

But small shops like mechanics and gas stations operate in a completely different reality. These guys are emotionally driven and immediately defensive, hitting you with "You think I'm a fool? You're gonna scam me? You think I was born yesterday? Brother I am SMART!"

It's astounding how even when I show testimonials from neighboring businesses, they'll call these "friends" who bizarrely sabotage the deal by lying about having paid out of pocket! The level of competitive pettiness and simple minded gatekeeping is mind-blowing.

I've learned you must project confidence and establish respect immediately with these shops. When they try intimidating you with "you're trying to fuck me over," I hold ground and flip it: "So you think I'm a fool?" When they affirm, I counter with something like "If I was a criminal, why wouldn't I just rob your register? My friend, don't waste my time. I can give the guy next door lights instead. If you don't want them, no problem, just don't call me when you see your neighbor's new lighting."

That's when they backpedal with elaborate excuses about cousins being scammed in distant cities and “I’m sorry buddy, you are a nice man, I just thought that you are one of those scammers. Sorry, sorry.”

The secret is explaining everything in caveman-simple terms afterward, literally one step from saying ooga booga. Remarkably, this approach works consistently. Since implementing this strategy, I've closed three clients daily Tuesday.

So, establish authority first, then explain the program in the most elementary way possible. Once you understand this is their preferred communication style, closing becomes dramatically easier.​​​​​​​​​​​​​​​​

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In order words, just be a no-BS, straight shooter with 0 time for foolishness.