Short clip from a sales coaching YouTube video advising salespeople to identify the gap between a prospect's current state and their desired outcome (e.g., $100k/month). The speaker argues that clearly showing how your product/service bridges that gap reduces common objections ("I need to think about it", cost concerns) and makes closing and scheduling much easier.
So it's always about getting them closer to the 100k a month or getting them closer to whatever the goal is and showing them that we can help them get there. Because if there's no if there's no. What am I trying to. Trying to find the right word? If there's no, like way for them to see how our product or service is going to help them get there, that's when people are like, I need to think about it. I don't have the money. I don't think this is a good fit. Let me get back to you. They start throwing those smokescreens. It's when they truly feel like you can help them get to their goals is when you can kind of break through a lot of those objections and just not even get any objections in the first place, you know? Yeah, good job on that. And then this is just you scheduling from there. Nice. Yeah, good job, dude. Really good job.
