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In this concise Italian monologue, Corrado Fontana argues that sales professionals should aim to close a deal within a single appointment. He employs a thermodynamic metaphor, describing how temperature drops and entropy rises when a prospect is left waiting for subsequent meetings, which drains the salesperson’s energy and hampers closure. Fontana criticizes the common practice of working on the prospect’s “need” or offering free demonstrations driven by ego, labeling such approaches as ineffective. Instead, he advocates a direct, result‑oriented question—asking the prospect outright whether they want the outcome—thereby maintaining momentum and preventing entropy from eroding the sales process.
