---
title: "Sorting"
url: "https://books.joshbraun.com/4/forsale/84/sorting"
---

**SORTING**

Here's how I close nearly 100% of inbound leads.

It takes guts.

I send this email before meeting with people. 

“Hi James, 

Nice meeting you, albeit virtually. I know you have your pick of sales trainers, so thanks for considering me.  

So I don’t do you a disservice and waste your time, here are a few reasons why I might not be a fit for your SKO:

-I don’t sign NDAs or service agreements.  I use a one page agreement. <br>
-I charge X for an hour, Y for a half day and Z for a full day. <br>
-Payment is required up front. <br>
-I’m going to ask people to make live calls and send emails to real prospects. <br>
-I require M&M’s but no brown ones :-)<br>

We can discuss the details of the workshop of course, but first I wanted to find out if the above conditions work for you.”

This sorts out 7 out of 10 inquires. <br>
I close nearly 100% of prospects I meet with. 		

The takeaway?,

Not a fit is a good outcome if determined early.<br>
It’s a terrible outcome if determined late. 

Knowing how to protect your time is a good skill to master.

The shift?
Selling -> Sorting