Why you (probably) kill the sale before you even pitch
You’re probably killing the sale before having pitched anything and it’s impossible to find out if you don’t know this: The actual “selling” happens long before you try to close/pitch. It happens when the lead is able to feel and see before him the gap between where he is now and where he wants to be. How can we draw that gapp? While there are many techniques that aim at this, I’ll stick to the fundamentals because that's what I know best. 1. Let them paint their dream. It’s their dream, so ask them a ton of questions. Make sure you get answers that are quantifiable and measure. Don’t let them get away with vague answers or ranges of numbers. eg. “I want to earn $5k per month” is better than, “I want to earn a living” 2. Inflict pain (and urgency) Now it’s time to make them come back to reality. They had the joy of imagining what their dream is, now we’ll make them feel pain by not having that dream. How do we do that? We ask them what’s blocking them from reaching that goal. This brings them back to reality, plus let’s them focus all their pain on one clear roadblock. Again, the better you understand their roadblock, the higher the likelihood they will be sold. Now that our lead is very clear on the gap between him and his dream, he’s ready to listen to solutions/get help. And who would be better suited than the person who just talked him through this gap? (Hint: That is you) PS. If you’re asking the right questions from the start, this will feel like a natural conversation.