Are you solving today or tomorrow problems?

New format today. It’s raw. To the point, how Rick & I coach.

Please take the poll at the end to tell me what you think

This is your newsletter. I’m just the writer.

Your prospects have two types of problems:

“Today” or “tomorrow” problems.

In before the naysayers say, “but there’s problems from our past.”

Unless you have a DeLorean time machine, it’s a today problem.

Can’t fix time. That’s for another day.

"Today" problems need to be handled.... you guessed it,today.

While "tomorrow" problems? Not so much....If you've ever heard, "Sounds interesting... we'll get back to you."

You’re solving “tomorrow” problems.

Why does this matter?

Tomorrow’s problems are important to be solved, but not by you.

The worthwhile problems require lots of capital, time, energy, and resources that won’t get you rich in the timeframe you want be rich.

Tomorrow’s problems are a time suck. A problem that can be deprioritized. A problem that when all things are equal, and prospects get busy, will be put off till tomorrow.

One common question I get is “Chris, how do I drive urgency with a prospect?”

You can’t drive urgency.

You can only find something urgent.

Today’s problems, fear, and your DNA.

You think this is obvious. You might be convincing yourself that the problems you’re solving for tomorrow are actually today’s problems.

We call this happy ears.

I’d argue most readers here are solving tomorrow’s problems.

Even worse, you may be missing the "today" problem you can solve and pitching against a "tomorrow" problem.

I have some assumptions why this happens:

1. Your prospects don’t trust you.

2. You’re scared to get your prospects emotional and hear a no.

3. Your prospects don’t trust you.

Your prospects don’t trust you.

Yes, I wrote this twice because you need to hear it.

Your prospects don’t trust you. You’re a sleazy salesperson who just wants to buy a new watch or fancy car. Commission, baby.

Did you go to college to solve XYZ problem? Did you go to the school of selling?

You have no proof that you are even remotely capable of solving the problem they have.

And they’re supposed to trust you?

Open up and be vulnerable.

Not a chance. So the problems of today they frame as tomorrow’s. They can’t let you know how bad it is. They want you as a salesperson to fight for their business. Then when you do, they beat you up on price.

This is a pre-conditioned response from what I call “Shitty salesperson revolution” or ‘SSR’.

It’s not your fault (well, it might be) but you’re paying for the sins of the previous salespeople.

You’re scared to get your prospects emotional and hear “no.”

Why do you keep solving tomorrow’s problems? Because they aren’t high stakes.

They aren’t scary. There’s nothing on the line. Tomorrow’s problems don’t matter until, well, tomorrow.

Happy ears again...

“This is interesting, Chris. Let’s talk about it in a few weeks.”

Salespeople walk into their weekly 1-on-1 and tell their terrible manager, “They’re interested, we have a meeting in a few weeks.”

Your VP of sales doesn’t see it.

Tomorrow’s problem? Yes.

You masquerading it as a today problem? Absolutely.

What should we do?

How do we solve today’s problems?

You make your prospects fight for it.

You challenge every single rebuttal, brush off, objection,stall, and problem they have.

The first part is hearing it.

Don’t forget this. It will help your mindset to make them fight.

Can you pick up the hearing of tomorrow’s problems?

• “Let’s talk in a few weeks.”

• “Sounds interesting.”

• “Let me circle around with the team and get back to you.”

Do any of these sound urgent?

What’s your response to each of them? Be honest.

Something like “Sound good, let’s get it on the calendar!!”

Dealmakers don’t do this.

Make them fight.

“A few weeks? Didn’t you say this was costing you $1mm a quarter? A few weeks is a couple $100k. Is this even worth our time?”

“Sounds interesting to me means that this might not even be a company top priority, let alone the top one. My suggestion is to push this till next year.

Can you feel the responses?

They can only respond in two ways.

They can fight for your time and their problem...

Or they can let it slip.

Today versus tomorrow.

Weekly Challenge

You already know this week’s challenge. It’s what you’ve been thinking.

“Am I solving today’s problems or tomorrow’s problems?”

Let’s find out.

1. Put all your deals onto a sheet of paper.

2. Add two columns

   1. Today’s problem?

   2. Tomorrow Problem?

3. Ask yourself this question for each “What today problem am I solving?” & “What tomorrow problem am I solving?”

4. For the today problem:

   1. “How can I be sure it is a today problem? What proof do I have it’s a today problem?”

   2. “Have they fought for it?”

5. For the tomorrow problem:

   1. “Why am I still working on this?”

   2. “Have I overlooked a today problem?

   3. “Is there opportunity to find a today problem?”

Until Next Week,

Chris

PS - Want help figuring out how to uncover today problems for your prospects? Reply to this email “Today”.