Dan Martell - Why a 100% Close Rate is Dangerous for Your Business.

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00:00:00.000 You should never have 100% close rates or win rates

00:00:02.580 in a sales process, that's dangerous.

00:00:04.420 You're leaving money on the table.

00:00:05.840 If everybody says yes, it means you're not charging enough.

00:00:08.640 And they're like, that's so dumb.

00:00:09.860 Why would I want everybody to say yes?

00:00:11.220 It's because you're too cheap.

00:00:12.480 You wanna be at like 40%.

00:00:14.260 40% is where what's called the price yield curve is optimal.

00:00:18.540 And the cool part is you get better customers

00:00:20.420 that are happier, that do the work,

00:00:22.800 and you make real money.

00:00:24.360 Most people that have 100% of customers

00:00:26.220 that always say yes, they aren't making real money.

00:00:28.300 They're making enough to pay their bills, make a decent income.

00:00:31.380 They have a high paying job.

00:00:32.540 That's about it.

Dan Martell - February 10, 2024