Andy NearyI help insurance professionals turn brand awareness into business growth.

Sales Mindf*ck: Take your solution away from the prospect and they’ll want it more.

13 Nov 2024 · 1 min

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0:45

Andy Neary delivers a short sales coaching video advising sellers to intentionally "take away" an unconventional solution during a pitch to trigger scarcity and increase the prospect's desire. He explains prospects will mentally list reasons the idea won't work; removing the option can flip perceived second-choice solutions into wins by making them want it more.

Chapters

You have to remember when you're pitching your outside the box solution, they're trying to come up with all the reasons is isn't going to work. We're not big enough. It's too risky. We can't do this. It looks like a lot of work. They're going to give themselves all the reasons it's not going to work. So why not just take it away from them? The second you take it away from them, they want it more. So that's my advice for you in today's coaching video. When you find yourself pitching a solution your prospect might not be familiar with before you go in for the win, take it away from them. You might be surprised how they react because what you thought was second place might turn into a win because now they want it even more. Give it a shot.