A sales technique called building the gap: create emotional distance between where a prospect is now and where they want to be, and they'll close themselves. If you can't identify their real needs and link them emotionally, you'll chase objections instead of closing deals.
How do you close me? Build the gap. Just got to build the gap from where I am to where I want to be. Anybody can be closed if the other person knows how to build the gap and get them to emotionally tie in the need to solve that gap. If you don't know how to do that, that's why you get a ton of objections and then you go into chase mode and you get a deal here and there. Like sales is unpredictable for you at that point. I mean, I'm closable just like anybody else, because I have emotional needs to be met. I have problems that need to be solved just like anybody else.
