Fritz Sattes epub Jiu Jitsu Selling: Purple Belt Intro: Pulling Guarded Information, Bridging Your Presentation, & Closing Without Closing: 3

The Purple Belt level in Jiu Jitsu is when you start working on your offense. In sales, this means presenting and client retention. Your presentation training most likely consisted of receiving a presentation book or a bunch of fliers and a rate card. Your manager told you, "Point, read it out loud, then ask for the close. By the way, here are a couple answers to the objections you're going to get. Good luck." Then you go out, try it a few times, and start cutting the parts your Prospects don't seem to care about. Pretty soon, you're left with a rate card you don't adhere to anyway. Well, buddy, that ain't gonna cut it. First, you need to understand how people buy. A Prospect is always capable of resisting sales techniques when motivated, but they cannot resist their own buyer's path. To them, saying "yes" is the same thing as making a good decision. We'll show you how to leverage your prospecting into the presentation, so your Prospect is motivated. Then we'll order the information in the presentation according to Maslow's Hierarchy of Needs with our Bridge Theory, and we'll show you how to use your rate card as a tool, which it is. What am I missing? The close? Nope. To be clear, our presentation guides the Prospect's buying behavior, and there is no need for Closing Techniques. Why? Because the natural result of a proper presentation is that the Buyer asks for the sale. Remember, we are pulling, not pushing the Prospect. I know this is a relief to many of you, and some of you aren't quite ready to believe it, but yes, it's true: there is no need for closing techniques in my system.