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

Sales Secret | Pitch your solution, then take it away.

22 Oct 2024 · 1 min

Watch on YouTube

0:45

Short coaching video transcript in which Andy Neary advises salespeople to use a 'takeaway' tactic: when pitching an unfamiliar or risky-feeling solution, momentarily withdraw or imply it's not available to increase the prospect's desire and convert resistance into acceptance.

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.