The FSG (SG = Sales Guy)

In my first business, we used “sales calls” to close deals ranging from $10k to $250k.

Yes, you read that right.

A quarter millie in one transaction.

The sales guy (one of my business partners) was slick.

And an interesting dude.

Rode a Harley.

Listened to NPR.

Also listened to Rancid and Black Flag.

And paid a fortune to have fake grass that looked like real grass installed on his front lawn (to save water).

He defied categories, except maybe Punk Rock Hippie?

Anyways, this guy was a deal maker.

He knew exactly how to make people feel comfortable wiring us six figures.

(Or handing over a briefcase packed with $40,000 in small bills, but that’s another story…)

But here’s the part that chaps my hide -

He usually closed deals by promising the client something that I would personally have to deliver on.

He was the FSG, but I was the ops and fulfillment guy. The talent. 😎 

Most of these deals were 50% down, 50% on delivery.

Which meant the guy with the last touch (ME) was personally responsible for ensuring we collected 50% of our revenue each month.

(At $3M annually, this came out to roughly $125,000 per month on my shoulders.)

When I failed, it usually meant no paycheck for the owners (including me) that month.

No pressure, right?

What really made this situation toxic was that in the heat of the sale, the sales guy would sometimes make outlandish promises without asking me first.

I’d find out after the promises were made, after we had the 50% deposit in hand.

“You told him WHAT? I don’t know how to do that!”

Luckily, I always managed to figure it out. (Again, 😎 )

Because what was the alternative?

(30 days of Top Ramen.)

Even so, the FSG created many tense situations for me over the years.

Me, in a different town with a bunch of unsatisfied customers waving a 5 or 6-figure check in my face, demanding I jump through just a few more hoops.

Grrr.

So you’ll excuse me if wrinkle my nose a little at “sales teams.”

Personally, I’ve never sold anything on a sales call.

But I sell things for $1k, $3k, even $10k+

“Conventional wisdom” says that to sell expensive things, you need to get people onto calls.

But as I’ve built Email Magic, I’ve been very intentional in avoiding the sales call model.

I just don’t like the dynamic.

Fortunately, I learned a way to close mid and high ticket sales, with less stress and no sales calls. (And no FSG’s.)

If you’ve worked with me at a higher level, you’ve seen parts and pieces of this system in action.

And if you’re curious, yes I can teach it to you.

It’s not for everyone, and definitely not for beginners.

But if you have something $1000+ to sell, this can increase your close rate with a lot less stress.

Want some deets?

Reply to this email with No FSG and I’ll hook you up.

Talk soon,

Greg