If your sales presentation makes your prospect feel ashamed, embarrassed, guilty or hopeless, it just won’t convert!
People may buy out of fear and they will certainly buy out of desire, but they will shy away from a presentation that tries to lay the blame for their situation at their feet.
If you try and guilt a prospect into buying, you’re heading down a risky path.
In fact, you’ll have a much higher chance of closing the sale if you find a way to release them from blame and instead make it about the circumstances that were stacked against them.
We call this the Blame-Free Common Reality and it’s one of the key principles of a high-converting sales presentation.