An approach that sustains.
WHAT PRESSURE PRODUCES
Short-term closes Cancellations Refund requests Poor reviews No referrals
WHAT THE ALTERNATIVE IS
Helping someone decide well.
WHAT THAT INVOLVES
Understanding whether you can help Saying so honestly when you cannot Making the decision easy Removing risk
WHAT SAYING YOU CANNOT HELP PRODUCES
Trust, and frequently a referral.
WHY
Honesty is rare enough to be memorable.
WHAT TO DO WHEN A PROSPECT IS A POOR FIT
Tell them, and suggest what would suit them.
WHAT THAT COSTS
One deal that would have failed anyway.
WHAT IT PRODUCES
Reputation.
WHAT MAKES DECISIONS EASY
Clear pricing Clear scope Clear next steps Evidence A way out
WHAT REMOVING RISK LOOKS LIKE
A trial A short initial term A guarantee you honour References
WHY GUARANTEES WORK
The buyer's risk is what stops them.
WHAT TO AVOID
Guarantees you will not honour.
WHAT PATIENCE PRODUCES
Customers who stay, and who refer.
WHAT TO MEASURE
Not only closes, but retention and referrals.
WHY
They reveal whether the selling was honest.
