The "Let's Pretend" Conversation: Slash "Think About It" and Close More Deals!

Tired of wasting time on dead-end presentations and closing attempts? Introducing the Let's Pretend Conversation, a powerful tool to skyrocket your sales success and save an astronomical amount of time!

Imagine this: You've had a killer discovery call. You know the prospect's needs, their budget, and their decision-making process. But before you launch into a presentation, you have a crucial conversation.

Here's the Power Play:

1. Set the Stage: You and the prospect agree on a meeting time and who needs to be present (aka "Closing Conditions")

2. The "Let's Pretend" Test: You say, "Imagine I come back with an amazing proposal, but you HATE it. What would happen then?"

3. Push for a clear "No": They say "No." You reply, "Great! No hurt feelings here. But if you LOVE it, what happens then?"

4. Secure the "Yes": They say, "I'd sign the deal!" You smile, "Perfect. Let's avoid the dreaded 'think about it.'" (Why? See below!) And, establish EXACTLY what happens next like signing an agreement, making a payment, scheduling services, etc.

"When I coach sales professionals 1:1 they agree to NEVER present options without previously having a Let's Pretend Conversation." - Robert Johnson

Why This Works:

• Clear Expectations: You establish a firm commitment - a Yes or a No - before presenting anything.

• No More Wishy-Washy: "Think about it" often masks a silent "No." You get a clear answer upfront.

• Builds Trust: By being okay with "No," you show you value their honesty.

Ready to Test Your Sales IQ?

1. True or False: The "Let's Pretend" Conversation helps avoid wasting time on uninterested prospects.

2. What's the WORST response to your "Let's Pretend" question? a. "No" b. "I need to think about it" c. "Sounds great!"

Bonus Tip: Before using the "Let's Pretend" Conversation, ensure you've had a solid discovery call.

Master the "Let's Pretend" Conversation and watch your sales soar!